THEBUSINESSMAGAZINEFORCASH&CARRY/DELIVEREDWHOLESALERSSEPTEMBER2022 SPOTLIGHT:PAULKNIGHT,THOMASRIDLEYFOODSERVICE Aperfect wholesalerJWFilshillsoldtofamily-ownedit:IainHill Whatareconsumers’FESTIVEFOCUSplansforChristmas? BrokerageSales/Marketing&ALLTHISINSIDE...SeasonalSpecialBuyingGroupsUpdate
Contents September2022 Thismonthdon’tmiss...PaulKnightofThomasRidleyFoodservicewithhisfourchildren–whohedescribesashisgreatestachievementoutsideofwork.08JudgingfortheCCMChefs’Own-BrandAwardsiscompleted.22Seasonaleventsofferachancetoincreasesalesandprofits.08UnitaslaunchesausefulHFSSproductchecktool.ESSENTIALSFEATURES070846Editor’sCommentIndustryNewsProducts&PromotionsInsight upcomingfestiveseason.foodserviceoperatorsfortheBidfoodidentifiesopportunitiesfor InFocus charityFareShare.donatetheirsurplusfoodtothemissiontoseemorewholesalersHilaryNithsdale(ex-Unitas)isona Spotlight ThomasRidleyFoodservice.PaulKnight,commercialdirectorof 201814 www.cashandcarrymanagement.co.uk September2022 05 Bestwayasatradingcontroller.JimBrownisrecruitedby 20 342822 Seasonal andChristmas.specialeventssuchasHalloweenconsumersarereadytocelebrateAlthoughmoneymaybetight, Sales/Marketing&BrokerageBuyingGroupsUpdate benefitstheyoffermembers.andUnitasWholesaleoutlinetheFairwayFoodservice,NBC,SugroConfex,CountryRangeGroup, CATEGORYINSIGHT BoostDrinksisbackingRiowith4609consumerandtradeactivity.Promotionofthemonth
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KirstiSharratt ManagingEditor NEVERMISSANISSUE... [ EDITOR’SCOMMENT ] www.cashandcarrymanagement.co.uk September2022 07 Alifelinefor businesses? Address RH194ZEEastGrinsteadPOBox366WinlovePublicationsLtd Tel (01342)712100 Email mail.winlove@btconnect.com Publisher WinlovePublicationsLtd ManagingEditorEDITORIAL KirstiSharratt Contributor SiobhanKielty PublishingDirectorADVERTISINGANDMARKETING MartinLovell MediaSalesManager ClarePhillips 4,448 visiting:deadlinescanbeaccessedonlinebyAllmediarates,featurelistsandISSN1352-254XPrintedbyBishopsPrintersAuditBureauofCirculationsJuly2018–June2019 cashandcarrymanagement.co.uk
months(AltusGroup).EnglandandWalesaloneinthefirstsixthathavealreadyshutthisyear–200ingood.Thatwouldbeontopofthoseofpubswouldbeforcedtocloseforsubstantialintervention,ahugenumberhadcautionedthatwithoutswiftandbiggestpubandbrewingcompaniescentresandhospitals,wasunderthreat.wellaslocalauthorities,schools,leisurenesseslikerestaurantsandpubs,asUKhadwarnedthattheviabilityofbusi-support,thetradeassociationEnergyexpectedtobecontentious.whichothersectorsareincludedishospitality,buttheclassificationoftries”andtheseareexpectedtoincludetargetedschemefor“vulnerableindus-Governmentwillswitchtoamoreplaceforindustry.astherewaspreviouslynopricecapinbusinesseswasalsobroadlywelcomed,ageproviding“equivalentsupport”forconsumers,whilethesix-monthpack-yearsfromOctobercameasarelieftoenergybillsat£2,500peryearfortwoingenergyprices.householdsandbusinessesfromsoar-multi-billion-poundpackagetoshieldTrusshadjustannouncedathenewPrimeMinisterLizwenttopress,ThemovetocapaveragehouseholdAfterthesix-monthperiod,theBeforetheannouncementoftheIndeed,bossesfromsixoftheUK’s theirelectricityandgasratesinOctober.manycompaniesareduetorenegotiatedetailsasquicklyaspossiblebecauseGovernmentwasurgedtoconfirmtheaboutthecommercialscheme,andtherescueplan,therewaslittleinformationWhennewsbrokeabouttheenergyMeanwhile,forbusinessesthattookoutfixed-rateenergycontractsearlierintheyeartosafeguardthemselvesagainstfuturepricerises,itwasunknownwhethertheywouldbeallowedtoswitchtothelowerstate-sub-sidisedtariffwithoutanyexitpenalty.Someindustrybodieshavealreadystatedthatthesupportdoesnotgofarenough.TheScottishLicensedTradeAssociationdescribeditas“stickingplastertofixabrokenleg”,adding:“HospitalitybusinessesalsourgentlyneedareductioninVAT,andratestobereducedorfrozen.”Nevertheless,thenewmeasuresmaywellgivebusinessessufficientassistancetogetthemthroughthewin-ter–andboosttheconfidenceofcon-sumerssothattheycontinuetospendinthepubs,restaurantsandshopsserv-icedbywholesalers.Asalways,thedevilwillbeinthedetail,butlet’shopethatthesupportpackagewillprovetobealifelineforbusinessesstrugglingtosurvive.
THE BUSINESS MAGAZINE FOR CASH & CARRY/DELIVERED WHOLESALERS SEPTEMBER 2022 SPOTLIGHT: PAUL KNIGHT, THOMAS RIDLEY FOODSERVICE A perfect it: Iain Hill sold to wholesalerfamily-ownedJWFilshill FESTIVE FOCUS What are consumers’ plans for Christmas? ALL THIS BrokerageSales/MarketingINSIDE...&SeasonalSpecialBuyingGroupsUpdate Themagazineisavailabletoothersubscribersforjustdeliveredwholesaledirectors,buyersandmanagers.Cash&CarryManagementisfreetocash&carryand£74ayearor£7percopy.Overseasyearlysubscriptionsarepricedat£95.Backissuesdatingbackto2011areavailableonline. Emailmail.winlove@btconnect.comorcall(01342)712100formoreinformation. INVOLVEDTHISMONTHTHREEWAYSTOGET 1. ONLINE edition,aswellasbackissues.viewourcurrentonlinemagazinefromwholesalersandsuppliers,andourwebsite,includingdevelopmentsCatchuponallthelatestnewsviacashandcarrymanagement.co.uk 2 LINKEDIN discussions.events,announcementsandforumJoinourofficialpageforlatest 3. TWITTER @conferences.plusliveupdatesfromindustryFollowustoreceivebreakingnews,CandCManagement Asthisissueof Cash&Carry Management
andfrozenretailsectors.acrossthecatering,freshopportunitiestodrivesalestimewhentherearemany“Strongsupplierrelation-shipsareabedrockofevery-thingBestwaystandsforandI’mlookingforwardtomak-ingadifferencewithinthebusinessaswecontinuetodelivertherightproductsattherightpricetoourcus-tomers.”KentonBurchell,grouptradingdirectoratBestwayWholesale,added:“We’relookingforwardtowelcom-ingJimtotheteamashebringsawealthofexperi-encetoourbusiness.“Jimhasimmenseknowl-edgeinthewholesalechan-nelspanningmanycate-gories,creatingthebestcus-tomerofferandworkingwithsupplierstoprovidethebestvaluetocustomers.IamsurethatJimwillbeaperfectfitforusasweexpandourwholesalebusinessacrossthecateringandretailarms.”
Hunt’sFoodGroup, The packproducts,othernon-ments,TheHealthStorepre-vitamins,minerals&supple-ingarangeconsistingofoftheNottinghamsite,offer-tocontinuedistributingouthealthfoodindustry.shopfortheindependenttorsandprovidedaone-stopleadinghealthfooddistribu-businesswasoneoftheUK’sAugust.intoadministrationon22whichwentTheNottingham-basedHunt’sFoodGroupplansfoodlinesandbulkcommod-ityitems. inthefuture.”forwardtodevelopingtheseforthebrandandarelookingable.Wehaveexcitingplanscomprehensiverangeavail-havingthemostcompetitive,plementsourcommitmenttotoourcustomersandcom-groupbringsgreaterchoiceknowledgeintheindustry.learningfromtheirwealthoffromTheHealthStoreandworkingwithteammembersgroup.WelookforwardtocomeTheHealthStoretothethisopportunityandwel-delightedtoprogresswithGroup,commented:“WearedirectorofHunt’sFoodThomasHunt,managing“ThisinvestmentfromthebasedinBridgwater.oftheHunt’sFoodGrouphealthfooddistributionarmNaturalFoods,thededicatedtributedviaQueenswoodandfrozenfoodswillbedis-Brandedambient,chilled assistwithitsgrowth.operationofthedepotandNottinghamtohelpwiththeHealthStore’steamatseveralmembersofThetakenontheemploymentofHunt’sFoodGrouphas
HealthStore,
Judgingcompleted
[ INDUSTRYNEWS ] 08 September2022 www.cashandcarrymanagement.co.uk
Hunt’sacquiresTheHealthStore
Best’accolade.wereawardeda‘Bestofthedeemedsogoodthattheyseveraloftheitemswereuctsinblindtastings,andrangeofown-brandprod-gooduseinjudgingthewideTheirexpertisewasputto
Bestway company’sjourneyandataBestwayatthispointintheexcitedtobejoiningteamofsix,hesaid:“I’mroleinwhichheheadsupaimpulseandgrocery.trollerfortobacco,licensed,Unitasasseniortradingcon-Landmark,andmostrecentlyouslyworkedatBooker,tryexperience,havingprevi-morethan30yearsofindus-businesson3October,hasandfrozen.controllerforcatering,freshBrown(pictured)astradinghasappointedJimBrown,whojoinstheCommentingonhisnew
Bestwayrecruit
Cash&CarryManagement’s uctaftertheawardslunch.willbegivenoneachprod-winnerslaterintheyear.”forwardtoannouncingthewiththeresponseandlookscheme.Weweredelightedthefive-yearhistoryofthehighestnumberofentriesinsaid:“ThisyearsawtheMDMartinLovellFeedbackfromthejudges
Thejudgingforthe Chefs’Own-BrandAwardsCCM andhasnowbeencompleted, Cash&CarryManagement, theGeneralMedicalCouncil.Gordon,cateringmanagerforofAllianceGroup;andJasonChefsanddevelopmentchefmanoftheCraftGuildoftheUK;MattOwens,chair-leadingchefs’associationinCraftGuildofChefs–theGreen,chiefexecutiveofthetured)comprisedAndrewlaterthisyear.prestigiousawardslunchannouncethewinnersataCraftGuildofChefs,willinassociationwiththeThejudgingpanel(pic-
thetradingentityofSherborne,haspurchasedof
[ INDUSTRYNEWS ] www.cashandcarrymanagement.co.uk September2022 09
JWFilshill
chilled,alcoholandgrocery.6,500,andincludesfresh,increasesfrom1,200toFilshillwillrelocatetoanew123,034sqftdistribu-tioncentreatWestwayParknearGlasgowAirportlaterintheyear.“AswepreparetomovetoournewHQ,havingIainHill’sexperiencedstaffandassets,includingmodernHGVs,putsusinanexcellentpositiontohittheground“ThePlanforProfitHFSSproductchecktoolallowsretailerstoidentifywhichoftheirstockedlinesareHFSScompliant,aswellasthosethatareimpacted,sotheycanmakeaninformeddeci-sionaboutpotentialchangestotheirproductrange.”Furtherrestrictionsaretobeintroduced,includingabanonvolume-basedpro-motions,suchas‘buyonegetonefree’,forHFSSprod-uctsfromOctober2023,andtherewillbeadditionalTV/onlineadvertisingrestric-tionsforHFSSproductsfromJanuary2024.TheHFSSproductchecktoolwillbeavailableforretailerstoaccessthroughPlanforProfitordirectlyatwww.hfssproductcheck.co.uk.
salerindependentdeliveredwhole-hasacquired IainHillLtd foran makethetransitioneasier.”andappsupplierswhichwillandIainHillusethesameITinRenfrewshire.BothFilshilltheirproximitytoeachotherasimilargeographygivenpeople-focusedculture,andwiththesamevaluesandfamily-ownedcompanies–bothareindependentbetweenthetwobusinessesgiventhemanysynergiesLtdisaperfectfitforFilshillFilshill,commented:“IainHillexecutiveofficeratJWPark.Filshill’sbaseatHillingtonjustafewmilesawayfromandislocatedinLinwood,andotherimpulseproducts,drinks,confectionery,snacksundisclosedsum.IainHillspecialisesinsoftSimonHannah,chiefHannahadded:“Ihave tomerbase,”saidHannah.runningandexpandourcus-TheacquisitionalsomeansthatFilshillislookingtorecruitadditionaldriversandwarehouseoperatives.IainHill,managingdirec-torofIainHillLtd,wholaunchedhisbusinessfromhisparents’garage32yearsago,said:“There’sagreatsynergybetweenthetwobusinesses,andthemostimportantthingformeisthatmystaffwillbemovingtoalike-mindedindependent,family-ownedbusinessthattakesapeople-firstapproach.“After32yearsintheindustry,itistherighttimeformetoexitthebusinessandgivemystaff,mostofwhomhavebeenwithmemanyyears,theopportunitytoworkinapurpose-built,state-of-the-artdistributionhubthatwillbejustthreemilesfromLinwood.”linesavailabletothemthenumberoffoodanddrinkopportunitiesinthefuture.”fromcareerprogressionfamilyandwhowillbenefittowelcomingtotheFilshillwhowearelookingforwardtionalteamofemployeestomerbaseandanexcep-withastrongandloyalcus-theyareexcellentoperatorsAileen,formanyyearsandknownIainHillandhiswife,ForIainHill’scustomers
2022,meaningthatthecomeintoforceinOctobersoon.aresettobeannouncedcurrentlybeingreviewedandprepareforthelegislation.tohelpindependentretailersplatformlaterthismonth.toolthroughitsPlanforProfit&Salt(HFSS)productchecklaunchanewHighFatSugaristoTheinitiativeisdesignedFromOctober2022,theGovernmentisintroducingnewregulationsthatwillaffectthousandsofinde-pendentretailersfirstlyinEngland.RegulationsinWalesandScotlandarealsoLocationrestrictionswillplacementofHFSSproductsinhighfootfallareaslikecheckouts,end-of-aisleunits, affects.productsthisnewlegislationthatretailersareawareofthebannedforsomestores.natedqueueingareaswillbestoreentrances,anddesig-Speakingaboutthenewproductchecktool,TraceyRedfearn,PlanforProfitcontroller,said:“Withmanybrandssettoreformulatetheirkeylinestoensurecompliance,itisimportant
UnitasWholesale
beexhibitingatMorethan300supplierswill Booker’s likesaleswereupby57.4%.2022,anditscateringlike-for-tomersinthefirstquarterof13,000netnewcateringcus-throughouttheday.stagefeaturingguestchefsfoodzone,andachef’sdemonstrations,astreettastings,masterbutcherbefoodanddrinktherewillalsoavailable,anddealswillbeofexclusive4pm.runfrom9amtowillextendtofivehallsandRacingCircuitinTowcester,September.CateringTradeShowon21Theevent,atSilverstoneHundredsBookeraddedmorethan Tradeevent
SimonHannah(left)withIainHill.
HFSSproductchecktool FilshillbuysfamilyfirmIainHill
Showreturns
MidlandsandtheNorthEast.inYorkshire,theEastservesover2,500customerssalerTurnerPrice,whichbasedfoodservicewhole-servicesandexhibitors.isback,withahostofnewEvent2022Thecateringfood&drinkshow,whichtakesplaceattheBonusArenainHullon21September,isexpectedtoattracthundredsofpub,restaurant,hotel,café,fast-food,educationandcarehomecaterersfromacrossYorkshireandtheHumberregion,aswellasneighbour-ingcounties.ItisbeinghostedbyHull-Inadditiontosupplierstands,theexhibitionwillhaveaservicessectionforthefirsttime–showcasingnutritionalsoftware,labellingandoilcollectionservices.EmilyStorey,eventsman-ageratTurnerPrice,said:“Thisyear’sshowisagreatopportunitynotjusttomeetnewsuppliersandfindout plant-basedalternatives.compostablepackagingandberofexhibitorsfeaturingonsustainability,withanum-2023menus.Christmas,Veganuaryandservices,particularlyforinsightintoproductsandtheday.”onover1,000productsonmind,we’reofferingsavingsviceoperators,sowiththisinstilltoughformanyfoodser-sector.availableforthoseinthewhatdifferentservicesaresuppliers–butalsotoseewhat’snewfromfavourite“WeknowthattimesareVisitorswillbeofferedTherewillalsobeafocus
RoSPAaward
[ INDUSTRYNEWS ] 10 September2022 www.cashandcarrymanagement.co.uk
CJLangandSon dent’sHealth&SafetyAward.receivedaRoSPAPresi-hasagainOperationsdirectorBrianStraitonsaid:“Wehavebeendedicatedtoimprovingourhealthandsafetycultureacrossourbusiness,ensur-ingthatCJLangremainsasafeenvironment.“Throughoutthejourney,thekeyturningpointswerethedevelopmentofourSharePointsystem,theintro-ductionofon-sitehealthandsafetyauditsandimprove-mentsinsafetyculture.SharePointmadeusstandoutaspioneersofmodernhealthandsafetymanage-ment.Webroughthealthand safetyresponsibilities.”managetheirownhealthandinvaluablesupportonhowtoaudit,givingourcolleagueson-sitehealthandsafetyducedamuchmorepersonalhealthandsafetyteamintro-toduediligence.transparencyandefficiencyformat,andthisgavemoresafetytaskstoanelectronic“Tocomplementthis,the
GroceryAid andguidance,ortofindoutGroceryAid’swebsitefortipsinvoicesanddebt.finances,andfacingunpaidGroceryAidexperiencesarisebusinessowners.forindependentretailersandadviceandsupportavailableofthefreebusinessmoneyDebtlinetoraiseawarenesswiththecharityBusinesshasjoinedforcesThemovecomesasindemandfromindependentretailersseekingguidanceonbusiness-relatedissuessuchasrates,managingbusinessBusinessescanvisithowtocontacttheBusinessDebtlineforadvicemoretailoredtotheirsituation. tainpeaceofmind.”theyneedtothriveandmain-businesseswiththesupportnewpartnershipprovidingpleasedtoannounceouringaknock-oneffectonbothrentcost-of-livingcrisishav-whelming,andwiththecur-debtcanbeincrediblyover-“WeknowthatdealingwithectorMandiLeonardsaid:GroceryAid’swelfaredir-smallbusinesses’profitsandtheirowners,we’revery
andmoreefficientdeliveries.clesinordertoofferbiggerrentlyinvestinginnewvehi-millionturnoverby2030.”planandgoalofhitting£20inourcontinuedinvestmentbutwillalsotakeusforwardproductstomeetdemandallowustostockevenmoreextrafacilitywillnotonlyCatering,said:“AddingthismanagingdirectorofQgoods.upto520palletsoffrozen11,000sqftfreezertostoreSteveClarke(pictured),Thecompanyisalsocur-
The TurnerPrice
QCatering hasbeenconvertedintoalets,whiletheoriginalfacilityaccommodateupto545pal-only.Thenewunitwillentandchilledfoodproductsbourneandwillstoreambi-originaldepotinSitting-acrosstheroadfromthe22,600sqft.warehousespaceuptomentwilltakeQCatering’sstorage.anextra11,600sqftofwarehousefacilitiestogiveisexpandingitsThelatestsitedevelop-Thenewfacilityisjust
QCateringexpands
Guidanceondebt
Atotalof106 Nisa
Nurturingstudentchefs Nisaretailersinvestinstores [ INDUSTRYNEWS ]
ingdirectorofRichardStrongman,managHarvestFine Foods,
tiesandcommunityprojects.involvedwithseveralchari-issuesoraddiction.financialdifficulties,familyormentalhealthissues,whethertheyhavephysicalworkinginhospitality,tancetopeopleinneedcharity,whichoffersassis-hadraised£1,183forthepress,Strongman(pictured)Action.raisefundsforHospitalityhasdoneaskydivetoAsthisarticlewenttoHarvestFineFoodsis
widerangeofgroceryitems.tentlygooddealsacrossapaigntodemonstrateconsis-ForLess’marketingcam-cateintheirownstores.availableforthemtorepli-retailerstoseewhatis4,000sqftshop,enablingtheNAECStoneleighinashowon27-28Septemberatcasedatthegroup’stradestoreformatwillbeshow-Inothernews,Nisahaslauncheda‘FillYourBasketThe2023 CountryRange World’.competitionis‘Aroundtheingtechniques.classicalandmoderncook-NVQsyllabustoassessbothdesignedinlinewiththeandhasbeencarefullydentsaretaughtincollegetechniquesthatculinarystu-theessentialcoreskillsandprocess.studentsthroughouttheingandfeedbacktothecompetition-standardjudg-GuildofChefs,whoprovidecollaborationwiththeCraftyears.runningformorethan25competition,whichhasbeencateringstudentsintothethreefull-timehospitalityorurgedtoenterateamoftheUKandIrelandarebeingbeenlaunched.StudentChefChallengehasCollegelecturersacrossTheChallengeisruninThecontestfocusesonThethemeforthe2023CountryRangeGroup’s forNisa’slatestEvolutionandcost-effectivesolutionsduetothevolumeofnewupliftofmorethan17%.eratinganaveragesalesJanuaryandJune2022,gen-wereredevelopedbetweenstoresOfthesestores,morethan60wereNisaLocalEvolutionstores.Inaddition,recruitsintoNisa,thenum-berofbrandnewstoresdevelopedincreasedby40%yearonyear.Intotal,attheendofJune2022,therewere1,061NisasymbolgroupstoresacrosstheUKincluding19tradingundertheNisaExpressname.Arangeofsustainability memberawards.group’sannualsupplierandtions,willincorporatethe30thanniversarycelebra-coincideswiththeCRG’sinLondonon1December.placeatStPaul’sCathedralWith’eventwillthisyeartakethatitsannual‘AnEveningRangeGrouphasannouncedLondon,on21March.CateringShowatExCel,theHotel,Restaurant&andthefinalwillbeheldatheatsbeginninginJanuary,December,withregionalingstagewilltakeplacein30November.Apaperjudg-behindthescenes.”legesandlecturersworkingandhelptheincrediblecol-thenextgenerationofchefstinuestosupportandnurtureCountryRangeGroupcon-shortage,it’svitalthattheindustryfacingasevereskillscateringestablishments.”Sheadded:“WithourThedeadlineforentriesisInothernews,CountryTheevent,whichthisyeargoneontoworkintopourpreviousentrantshaveprospectsasanumberofvaluetotheirCVsandcareerpacedkitchenisallabout.experiencewhatlifeinafast-selvesagainstthebest,andthemtoimprove,testthem-theperfectopportunityfortheirskillsandtalentandisforstudentstoshowcaseprovidesafantasticplatformHoldensaid:“TheChallengeheadofmarketingEmma“Itcanalsoaddhuge
www.cashandcarrymanagement.co.uk September2022 11
Charity skydive
digitalchannels.plemarketinginstoreandonForLess’,withclearandsim-umbrellaof‘FillYourBasketofferswillsitbeneaththeOneWeekDeal,andnowallDeal,theFreezerDealandpromotionssuchastheBignumerousdealsthroughThegroupalreadyoffersLauraGomersal,headofmarketingforNisa,said:“Weknowthatshoppersaretry-ingtomaketheirmoneygofurtherrightnow.Assuch,it’simportanttheyseetheirlocalNisastoreasago-todestinationforqualityprod-uctsatgreatprices,aswellasforplannedmissions,notjusttop-upshops.”
Hancocks whomadethereferral.beofferedtothecustomerstorewhentheyspend£100.£10offtheirfirstpurchaseinandthentheywillreceivethestore,setupanaccountreferralcardwillneedtovisitHancocks.whohavenotyetshoppedatittootherbusinessownerstomernumberonit,andgivereferralcard,writetheircus-customerscanpickupathewholesaler’s14stores,tothebusiness.tomerstointroduceafriendgrammetoencouragecus-newRefer&Earnpro-haslaunchedaWhenshoppinginanyofThefriendreceivingtheA£10discountwillalso Refer&Earn
Brakes and SyscoSpeciality Group
[ INDUSTRYNEWS ] 12 September2022 www.cashandcarrymanagement.co.uk
ColinSmithtoldthroughSHyFTmembers.hydrogenfuelcellvehicleswouldinitiatethedeliveryoffromthecompetitionthatwhichisseekingfundingBallardMotiveSolutions,FreightTrial(SHyFT)withScottishHydrogenFuelCellcurrentlyinvolvedintheSomeSWAmembersareSWAchiefexecutive Cash&
WhenyouconsiderthecarbonperHGVeachyear.savearound69tonnesofaturevehicles,whichcanzero-emissionmulti-temper-deliveringtocustomersintomerstoachievetheirown.andsupportingourcus-ence-basedclimatetargetscompany’sambitioussci-willbevitaltoachievingtheourfleettozeroemissionsmilesayear.Transforming“We’reexcitedtobe
PilgrimFoodservice, GFLe9O0w%3D%3D?refId=U7w0vV1OSGGQ8Ecom/jobs/view/3250447116/visit:https://www.linkedin.rationsforgrowth,”shesaid.theheartoftheirhugeaspi-withintegrityandtrustatjoinanagilefamilybusinessdigitalmanager.“Comeandhernewroleistorecruitamarketingmanager.nearly14years,latterlyasCompanywhereshespentfromTheSilverSpoon(right)asmarketingdirector.recruitedEmmaChamberlaininBoston,Lincolnshire,hasbasedShejoinsthebusinessOneofherfirsttasksinFordetailsofthejob,PilgrimFoodserviceis thenextfiveyears.placetodoubleitssizeoverthan4,000products.eastoftheUK.Itoffersmorediverserangeofcustomersbusinessthatservesaanindependent,family-runin17countiesacrosstheThewholesalercurrentlyhasaturnoverinexcessof£50millionandhasplansin
Confex ConfexAcceleratename.group’smembersundertheofdigitalsolutionstotheCervethatwillofferarangestrategicpartnershipwithhasannouncedaByjoiningtheprogramme,memberswillreceivefreeaccesstotheCOREown-brandrangeviaadigitalcat-alogueandwillbefirstinlinetoparticipateinthegroup’sdirect-to-consumerproposi-tion,ConfexDirect.Inaddition,memberscanbenefitfromabrandedorderingplatformfortheircustomerstogrowonlinesalesandreducecostsforalowmonthlyfee.TomGittins,MDofConfex,said:“Wearework-ingwithCervetocreateauniquedigitalpropositionforallourmembers.”
Marketingdirector
clescoveralmost60millionatSyscoGB,said:“Ourvehi-chain&operationsdirectorinfrastructurerequired.planning;andidentifiestheplexityofchargingandroutestandingaroundthecom-lectsdataandbuildsunder-vehiclesandbatteries;col-teststheperformanceoftheperatureHGVdeliveriesasitmodelforelectricmulti-tem-HGVsandtwoelectricvans.includingtwo19-tonnetrolledelectricvehicles,rangeoftemperature-con-fleetintheUnitedStates.2,500electricvehiclestoitscommitmenttoaddnearlyfoodservicefleet.nitiesfordecarbonisingthethechallengesandopportu-aprogrammetounderstandemissionsvehiclesaspartofaretriallingzero-ThisbuildsonSysco’sTheGBpilotfeaturesaSyscohopestoprovideaMarkJenkins,supply companypointsout.andinfrastructure–theentirefleet–primarilycostbarrierstoconvertingtheHowever,therearestillmanyroutesandwaysofworking.thenetworktotestdifferentJulyandwillmovearoundtemperatureHGV,arrivedininganElectra19-tonnemulti-ishuge.”ourentirefleet,thepotentialimpactofexpandingthattoThefirstvehicles,includ-
Electricvehicletrial
CarryManagement: structure.”thecostoffuellinginfra-Thefundingwillalsocoverhydrogenfuelcellvehicles.tonneHGVswithelectricorsupplementtheir40-44SWAmemberstoreplaceorfantasticopportunityfortwofundingbidsrepresenta“These
Digital solutions
The Association(SWA),ScottishWholesale andelectricHGVs.uptakeofhydrogenfuelcellaimofacceleratingthetionprogramme,withtheFreight(ZERFT)Demonstra-oftheZeroEmissionRoadmillioninprojectsaspart44tonneHGVs.opentofleetoperatorsof40-latestfundingcompetitionisDepartmentforTransport’sofhydrogen/electricHGVs.fundingbidrelatedtotheuseconsortiumsubmittingaandsupplierstobepartofainterestfromwholesalersUrbanForesight,isinvitingnershipwithaffiliatememberinpart-TheInnovateUKandItwillinvestupto£140
Joinfundingbid
Souourcec: BB BGG Connsummerer SurSu veyveey (n =21,434431) ALCOHOLIC SPARKLING WATER WITH REAL FRUIT JUICE* Over 90% of alcohol drinkers would try Corona Tropical *fr uit juice fr om concenentraratet © 2 0222 AAB InBev UK Limited,, alllrr ighght r eserve dd. Ple ase dr ink re sponsisbly, +18.18
Forthefirsttimesince2019,amuchmore‘normal’festiveperiodisexpectedthisyear,accordingtoresearchamong2,000consumersforBidfood.Consumerswillhavetheopportunitytogooutforfestivefoods,ChristmasdrinksandworkpartieswithoutthestressandworryofCovid,saysthewholesaler.Indeed,athirdofcon-sumers(32%)intendtosocialiseasmuchastheycan,makingupforlostoccasionsduringlockdown.Thisfigurerisesto58%of18-34yearolds.TheNorthEastistheregionwherepeoplearemostlikelytosaythis,with50%plan-ningtosocialiseasmuchaspossible.Onlyonein10peoplearecautiousaboutmakingbookingsthisyear,anditispredominantlyolderconsumersthatfeelconcerned(17%ofover55sversus6%of18-34s).Toencourageoldercus-tomerstovisit,foodserviceoperatorscouldemphasisehealth&safetymeas-uresandperhapsofferquietermealtimeopportunities,suchasearlyteatimespecials,saysthewholesaler.Inaddition,becausethecost-of-livingcrisisisnotshowingsignsofabating,itisimportantthatfoodserviceoperatorsremainsavvywiththeirofferings.Bidfood’snewrangetakes venuethisfestiveseason,accordingmatchesinapub,barorsimilarwatchatleastsomeWorldCupAroundtwoinfivepeople(39%)willtoresearchbyBidfood.Whentherespondentswereaskedwhattheywouldwanttoseeonfoodmenusduringthematches,thepopularchoiceswerebarsnacks,lightbites,sharingplatters,smallplatesandhandheldfoods.ThewholesalerisencouragingfoodserviceoperatorstopromotetheirfestivemenusandencourageChristmasbookingswhilefootfallishighduringtheWorldCup.
inspirationfromautumnalinfluencesaswellasfestivefood.Forexample,itsug-gestsservingachicken,chestnutmush-room&pancettapiewithhasslebackpotatoesandslow-cookedredcabbage,followedbyPremiumSelectionsaltedcaramel&gingerbreadpuddlecake(pictured).Foreverycaseofthepuddlecakepurchased,£1willbedonatedtothecharityFareShare.IntheBidfoodresearch,twoinfivepeoplesaidthatduetothecost-of-livingcrisis,gettingvalueformoneywillbemoreimportantthaneverwhentheygooutduringthefestiveseason.Intherun-uptoChristmas,consumersonaverageexpecttospend£23.35perheadonfoodand£17.40ondrinkseachtimetheygoout–verysimilartowhatwasseenin2021.Tosupportoperators,Bidfoodhasdevelopedmenuoptionsthatelevateclassicdishestomakethemfeelspecial,whilenotbreakingthebank.Sugges-tionsincludeslow-cookedbeefshininChiantisaucewithbabypearlonions(pictured)andduckfatroastedpotatoes.Aswellasvalueformoney,con-sumerswanttheirmealsanddrinksouttofeellikemoreofanoccasion.Withthisinmind,Bidfoodadvisesfoodser-viceoperatorstoconsidermenus,offersandenvironmentsthatfeelluxuri-ousorevenunique.Aspartofits2022festiverange,Bidfoodhasexploredthe‘wowfactor’trendandintroducedanumberof
items.TheseincludePhatveganfestiveinnovativedessertsandon-the-gobake,comprisingpeaproteininarichcreamysaucewithcranberry&herb,plusmincepiebrownietraybakeandafestiveraspberrymillionaireslice.Forthosesocialisingathome,Bidfoodsuggeststhatfoodserviceoper-atorshaveafestivetakeawayoffer,includingproductslikegrazingboards.CommentingonBidfood’s2022fes-tiverange,campaign&brandmanagerVickyTrippsays:“It’seasyoverthefes-tiveperiodtobecomefocusedontradi-tionalChristmasfoodsandourownper-sonalfavourites.Toavoidthiswe’veworkedhardoverthepast12monthstoensurewehavesomethingforevery-one,rangingfromseafood&fish,on-the-goitems,luxuryandnostalgiaandofcourse,freefromandmeatfree.“Withavarietyoftraditionalfavouritesandexcitingnewproducts,theBidfood2022rangeincludesacom-binationofgreatvaluefoodsforcon-sumerstoenjoyaswellasbeingeasytoprepare,makingChristmasthatlittlelesshecticforoperators.”Tobackitsfestiverangethisseason,BidfoodisgivingregisteredcustomersextrapointsintheirSafariloyaltyrewardsaccountwhentheybuydiffer-entproductsfromtheChristmasdealsbrochureduringNovemberandDecember.Inaddition,thereare12prizesof50,000pointstobewoninseparateprizedraws.
CCM
Bidfoodhighlightsopportunitiesbased onconsumerplansforthefestiveseason
14 September2022 www.cashandcarrymanagement.co.uk TheWorldCup offersanopportunity
[ INSIGHT ]
Shopperslovetheexcitementofinnovationwithinthe confectionerycategory.Tworecentexcitinglaunchesfrom much-lovedfamilyfavouritebrandsinclude:
1 Source:IRITotalMarket52wksto26.02.22
Thekeyconfectioneryformatsdrivinggrowthforprice-marked packsareMultipacks(+24.5%),SharingBags(+14.4%)and Singles(+29.1%).Indeed,price-markedsinglesaccountfor 16%oftotalsinglesconfectionerysales,reflectingtheir importancetotheformat3
Eye-catchingnewnews
3 IRIMarketAdvantage,ConfectioneryDatabase,ValueSales,YTD 16.07.2022,Convenienceexc.MajorMults
TheDuosformatcontinuestodrivegrowth
KITKATChunkyMilkDuo
Fourfingersofcrispywaferbiscuitcoveredwithorange flavouredsmoothmilkchocolate–NEWKITKAT4Finger Orangeisazestytreat.What’smore,theentireKitKatrangeis madeusing100%certifiedsustainablecocoa,sourcedthrough theNestléCocoaPlaninconjunctionwithRainforestAlliance, andcontainsnoartificialcolours,flavoursorpreservatives.
YORKIEMilkDuo
What’smore, NestléConfectionerysingles are performingparticularlywellinthechannel,growingahead ofthemarket,withsales+10.4%.Again,bothsugarsingles (+16.8%)andchocolatesingles(+8.9%)aredrivinggrowth.
YORKIEOrangeDuo
Usedfortheirroleinprovidingclearpricingandvaluefor moneyassurancestoshoppers,price-markedpacksare showntoparticularlyappealtoyoungershoppers,with shoppersaged18-24+30%morelikelytopurchase4
Capitaliseonthegrowing singlesconfectionerycategory
Thereareanumberofbigbrandscontributingtothissuccess, includingKITKAT(+14.8%),whichisbeingdrivenbythenew KITKATOrangesingle,YORKIEDuos(+55.5%),drivenby YORKIEOrangeDuo,andPolo(+22.3%).
LIONWhiteDuo
YORKIERaisin&BiscuitDuo
SMARTIEShavebeensynonymouswithcolourful,chocolatey funfor85years–andnowthebrandiscelebratingits landmarkbirthdaywithabrand-newproduct.SMARTIES Whitealsocomesinrecyclablepaperpackaging.
Tomaximisesaleswholesalersandretailersshouldstockup onbest-sellersincluding:
ADVERTISINGFEATURE
TheDuosformatisanimportantonegoingforwards,with Duosnowaccountingfor1inevery5confectionerysingles boughtandgrowing+17.6%.What’smore,Nestlé ConfectioneryisalsodrivingtheDuosmarket,withitsrange frombig-namebrandsgrowinganimpressive72%and outperformingallothermanufacturers1.
Didyouknowthatthe singlesconfectionery categoryhas accountedfor67%ofallconfectionerysalesinthewholesale andconveniencechannelsofarthisyear,withsalesgrowing +6.1%(+£16.9million)?Bothchocolatesingles+2.6%(£5.3 million)andsugarsingles+15.6%(+£11.6million)are drivingthisgrowth.
2 Source:LuminaIntelligenceConvenienceTrackingProgramme12WE 03.04.2022–26.06.2022;TotalHFSS=Confectionery,CrispsandSnacks, andSoftDrinks
SMARTIESWHITE
LIONMilkDuo
NestléConfectionery’sprice-markedsinglesrangefeatures much-lovedfamilyfavourites,withavarietyofproductsthat ensuresthereissomethingforeveryone.Therangehasalso seencontinuousaccelerationinvaluesalesgrowthandnow outperformsthecategory.
KITKAT4FINGERORANGE
Thisyearaloneprice-markedconfectioneryhascontributed £235millionofvaluesalestothechannel.Thisisa11.7% growthvslastyear,highlightingthefactthatpricemarking assuresshoppersofvalueformoneyespeciallyduringatime whencost-of-livingpressuresaregrowing.
4 LuminaIntelligenceConvenienceMarketReport,July2021
Shoppersincreasinglylookingforprice-markedpacks Price-markedpacksarealsoincreasinginimportanceinthe conveniencechannelasshoppershighlightbrandandprice astheirprimaryconsiderationswhenpurchasingconfectionery, softdrinksandcrisps&snacks2
OneNestlébrandtoreallytakeadvantageofkey confectionerytrendsisYORKIE.Thebrandgrewafantastic +18%in2021,withitsDuosrangegrowingaphenomenal +87%.Alargeproportionofthisgrowthwasdowntothe launchofYORKIEDuoOrange,capitalisingonthepopularity oforangeflavourconfectionerywhichhasseenanincreasein singlessalesof52%inthelastyear.Consumersembraced thenewproduct,anditbecamethefastestsellingorange singleinthemarket.
The wholesaler has already established 1,000 catering and restaurant customers, 1,000 product lines, a 30-strong fleet and annual revenues of £15 million. As it targets new opportunities, MMS Evo will give it critical
fromm theirr informationn technology News
Further investment in service
STL is the First Choice for foodserviceNewwebsiteand
He has a deep knowledge of wholesale sector business systems, having spent the last seven years at Batleys and Bestway as Systems Support Analyst.
video
Over the last 20 years, STL has forged an unrivalled reputation for ‘New thinking, new solutions’ through continuous development of products, services and skills. It even accelerated its innovation programme during the pandemic when rivals took their foot off the pedal.
01204 808008info@stl-solutions.com www.stl-solutions.com STL
To celebrate two decades of growth, it has refreshed its branding and website and produced a new corporate video which you can view www.stl-solutions.com/about-stl-solutions/at:
Having celebrated a successful first decade, First Choice Foodservice has installed STL MMS Evo to help it accelerate growth over the next 10 years.
First Choice has also taken advantage of STL’s latest API to integrate MMS Evo with its cloud-based Sage Standard accounting software, which will enable it to seamlessly share data between the two systems for even greater control with reduced administration.
As part of STL’s continuous investment in Customer Service, it has appointed Simon Morley as Software Support Analyst.
Known for his ‘can do’ approach, he will be helping customers quickly resolve any STL system issues and ensuring they are getting the best performance possible from their information technology.
competitive advantages such as speed, agility and clear visibility across its organisation.
STL has also taken its respected Sales Order Processing solution into the next generation with intuitive management tools and an intelligent dashboard. These will help Parfetts maintain a fast, error-free and value-boosting service to consolidate customer loyalty whilst optimising sales and protecting margins with minimum administrative effort.
STL helps Parfetts drive best customer experience yet as it plans 8 th depot
This integrated module will enable Parfetts to automatically stay compliant with TPD regulations and keep its checkout process flowing smoothly with just a single entry of tobacco product data. What’s more, it can handle split packs, enabling Parfetts to support all its tobacco customers, whatever their needs.
STL’s POS solutions are function-rich, easy to use with minimal training requirements, and robust with standalone resilience to sustain trading even in the event of a back-office hardware or network problem. Integrated with Evo, they will automatically feed Parfett’s head office systems to reduce associated administration and automatically update functional and security features.
Guy Swindell, Joint Managing Director, Parfetts, said, ‘Our customers are reacting to post-pandemic pressures with a diverse range of strategies – both short and long-term – and we are committed to supporting all of these whilst progressing our own expansion plans.’
The solution validates items against orders and invoices as it scans, and supports effective stock control and best-before date management. What’s more, the units’ standalone capability allows work to continue even if WiFi is down, preventing delays or workarounds.
The STL solution for Parfetts includes:
‘Combined, we believe these will help us deliver our best customer experience yet, expand our symbol groups and plan for sustainable growth despite the ongoing market volatility.’
STL’s Android-based picking terminals will also improve the efficiency and accuracy of this critical process as more of Parfetts’ customers seek its various distribution or customer-collection services.
MMS Evo
Ahead of opening its eighth depot, in Birmingham, wholesale giant Parfetts has invested in a state-ofthe-art 100,000 sq ft facility designed to deliver an industry-best customer experience. Underpinning this ambition is a next-generation STL technology solution which will help it optimise its efficiency, productivity and adaptability so that it can continue to provide the value-led service it’s known for whilst responding effectively to fast-changing market conditions.
Guy Swindell, joint managing director, Parfetts
Biometric POS
Access to the POS units is controlled by fingerprint recognition. This will help Parfetts raise accountability for service quality, something its employee-owners proudly view as a key point of difference for the business.
Evo Android picking
TPD split pack
01204 808008info@stl-solutions.com www.stl-solutions.com
‘To achieve this, we need suppliers we can trust to help us streamline our operations, champion a superior customer experience and plan the future with confidence. It’s a tall order but, with its deep understanding of the wholesale sector, sophisticated solutions and continuous investment in product evolution, STL has become one of our lead technology partners.’
MMS Evo is the most intelligent, flexible and reliable Merchandise Management Solution in the sector. Evolved from STL’s trusted MMS software and powered by the mighty Microsoft platform, it will help Parfetts drive down operating costs, make the most of its resources and gain the control it needs to make and execute decisions swiftly.
SOP Evo
‘FareShare makes the entire process easy ’ thatwecanrelyonourlongstandingunavoidable,andwhenitis,weknowpeopleinneed.formorethan10years,duringwhichhaspartneredwithFareSharetimeithasprovidedtheequivalentofmorethaneightmillionmealsforTrevorBrenchley,productsupplydirectoratBrakes,says:“Whileweworkhardtominimisesurplusfood,likeanyfoodbusinessitisoftenandtrustedpartnershipwithFareSharetomakesureitbenefitsthe possibletogoodcauses.”processoffoodcollectionisquickingdialogue,whichmeansthattheexpertiseensuresourfooddonationsreassuringtoknowthatFareShare’sstrugglingtoputfoodonthetable,it’scommunityanddoesnotgotowaste.“Withmanyvulnerablepeoplegettowheretheyaremostneeded.“FareSharemakestheentireprocesseasyandmaintainsanongo-andefficient,ensuringthatweareabletodivertasmuchsurplusfoodas
salersrise.minedtoseeparticipationfromwhole-HilaryNithsdale(ex-Unitas)isdeter-FareShare,andcommercialmanagerBooker,BidfoodandBrakesarethreeofthe13wholesalersthatalreadydonatetheirsurplusfoodtothecharity“Ourmissionistomakesurethateverywholesalerknowsjusthoweasyitistodiverttheirsurplustous,”sheexplains.“Takeamomenttothinkaboutwheresurplusfoodmightexistinyourbusiness.Whetherit’ssittingatgoodsin,stockheldinthewarehouse,stuckindistributionchains,superficialdamageswhichcan’tbesold,seasonalovers,packagingerrorsorreturneddeliveries,everybusinesshassomelevelofsur-plus.AstheUK’slargestfoodredistrib-utioncharity,FareShareisthesolution.”FareShare,whichcurrentlyworkswithnearly1,000foodbusinessesintheUKatover5,000sites,cantakealmostanyfoodproduct–aslongasithas48hoursoflifeleft. millionmeals.formedthefoodintomorethan1282021/22,thesefrontlineservicestrans-peopleandthosefacinghardship.Inclubsandhospices,supportvulnerableolderpeople’slunchclubs,schoolhostels,refuges,communitycentres,theUK.Thesegroups,whichincludecharitiesandcommunitygroupsacrossfoodtoitsnetworkofaround9,500localFareShareredistributesthesurplus“Thisishappeningatatimewhenincreasesinthecostoflivingarehavingadisproportionateimpactonthosealreadystrugglingtomakeendsmeet,anddemandforfoodhasneverbeenhigher,”saysNithsdale.ThescaleoftheproblemissuchthatinApril2022almost10millionpeople(including2.6millionchildren)intheUK
[ INFOCUS ]
CCM 18 September2022 www.cashandcarrymanagement.co.uk
Covidpandemic.ofthehigherdemandseenduringthethecost-of-livingcrisis.ThatisontopneedforitsredistributedfoodduetosaidthattheyareseeinganincreasedofthecharitiesFareSharesupportshavedidn’tgetenoughtoeat.Three-quartersNithsdaleadds:“FareShare’sworkwiththefoodanddrinkindustryisvital.Weenablefoodbusinessestogivesocialpurposetotheirsurplusfood,redistributingtheirgood-to-eatfoodwastetofrontlinecharities,ratherthansendingittolandfilloranaerobicdiges-tion.Withoutthesupportoffoodpart-ners,themillionsofmealsthatFareShareredistributestovulnerablecommunitiesacrosstheUKwouldnotbepossible.”Inadditiontoofferingtheimmediatebenefitofameal,manyofthegroupsprovidewrap-aroundservicesthataddressissuessuchashomelessness,addiction,mentalhealthproblemsanddomesticabuse.“Wedon’tbelievethatsurplusfoodisthesolutiontofoodinsecurityorpoverty–it’suptopoliticianstofindpermanentsolutions,”saysLindsayBoswell,FareShare’sCEO.“Butforaslongassurplusfoodexists,weseektoachievethemaximumsocialbenefitfromit.”TofindoutmoreaboutdivertingyoursurplusfoodtocharitiesviaFareShare,visit:https://bit.ly/candcmagoremailfoodoffers@fareshare.org.uk.
Brakes
Puttingsurplustogooduse
communitygroupsisrisingprovidedbycharitiesandThedemandformealsduetothecost-of-livingcrisis,andwholesalersareurgedtohelpbydivertingsurplusfoodtoFareShare.
IfIhadtopickafilm,itwouldbe Cinema Paradiso or TinkerTailorSoldierSpy or TheBigShort. Favouritebookwouldbe TheBridgesofMadisonCounty or TinkerTailorSoldierSpy.
Whatwereyourambitionswhenyouweregrowingup?
careerinsales.theageof16/17,Iwasprettysetonaconsideredbeingamodel!However,by
toyou?Whohasbeenthebiggestinspiration settingagoodexampleforthem.vationeveryday,ismychildrenandbesuccessful,andmydriveandmoti-helpedmetodevelop.TheseareFredThroughoutmycareerI’vebeenreallyluckytoworkwiththreeexcellentCEOs,whohaveallinspiredmeandreallyBarnes,AlexFisherandAndrewSelley.Additionally,mybiggestinspirationto
alsoincrediblyopen,honestandcandidaspossibleandbeingapproachable.I’mI’mallabouttryingtohaveasmuchfun
I’vealwaysbeenkeentoworkwithpeo-ple,buttherewasabriefspellwhereI
‘IlovewhatIdo’ 20 September2022 www.cashandcarrymanagement.co.uk
PaulKnight,commercialdirector,ThomasRidleyFoodservice
Foodservicefocused
Whatareyourinterestsoutsidework?
[ SPOTLIGHT ]
tor–hiscurrentrole–inDecember.waspromotedtocommercialdirec-FoodserviceassalesdirectorandMay2021hejoinedThomasRidleyfoodservicerecruitmentbusiness.InstartedFoodServiceCentral,aasanMD.Duringthepandemic,helevel,spending15yearsatBidfoodandworkedhiswayuptoexecutivedevelopmentatBookerFoodservicestartedoutinsalesandbusinessindustryformorethan30years.HeandhasworkedinthefoodservicebusinessstudiesandmanagementPaulKnightwenttocollegetolearn
Park.However,myfavouritecountrytoOregontrailandYellowstoneNationalfullakes;previouslywe’vedonethemid-west,Chicagoandallofthebeauti-AmericaforthreeweekstotourthesummermyfamilyandIaregoingtointerestoutsideworkistravel.ThisbutIgenuinelylovewhatIdo.couldsaythatIneverreallyswitchoff,mixtureofworkandpleasure!Youeatingout,whichnaturallybecomesaandhospitality.Webothlovefoodandwe’realwaystalkingaboutfoodserviceMywifeisa‘FoodtoGo’analystandobsessedwiththefoodserviceindustry!I’mashamedtosaythatI’mquiteOtherthanfoodandeating,mymaingotoisSweden–forthesceneryandbecauseInormallystaywithfriends. Howwouldyoudescribeyourperson-alityandwhatapproachdoyoutakeinbusiness(andinlife)?
MorriconefromTheMontageofKissesbyEnnioAndmusic, CinemaParadiso. CCM
mentsinworkandoutsidework?Whathavebeenyourbiggestachievementismyfamilyandmyfourchildren.work,handsdownmygreatestachieve-alwaysbeenreallyproudof.OutsideofgrowthatspeedissomethingI’vewaytheteamachievedthiskindofningalotofsignificantcontracts.Theplayerintheindustryandstartedwin-time,thecompanybecameamajoronthemap.InquiteashortspaceofandIworkedreallyhardtoputBidfoodingequipmentandsupplies,theteamWhenIwastheMDatBidfoodforcater-
alwaysopen.age-oldcliché,butmydoorreallyisbothmycustomersandmystaff.An‘noBS’approachandamveryloyaltowithmycustomers.Iverymuchtakea comeit?youhavefacedandhowdidyouover-Whathasbeenthebiggestchallenge myroleatThomasRidley.experiencewhichI’mnowabletouseinconsultingwork.Ilearntalotfromtherecruitmentbusiness,aswellassomeFoodServiceCentral,afoodservicetalmarketingcoursesonlineandstartedsetaboutdoingsomefinanceanddigi-strangeanddauntingtimeforme,butIindustrygroundtoahalt.ItwasaverynatelyfellthroughasthefoodservicenewroleinMarch2020whichunfortu-30+years!Iwasduetostartabrandmyselfunemployedforthefirsttimeinlockdownwasespeciallytough.IfoundThestartofthepandemicandthefirst song/pieceofmusic?Whatisyourfavouritefilm,bookand
FareShare is a safety net for us. Knowing it’s there has been really comforting during these unusual times. Neil Beattie, Shetland Islands Council surplusredistributesFareSharefood to 9,500 UK charities and community groups in the UK, helping people in need. We work with wholesale and food service companies like yours to help get that surplus food onto people’s plates. Find out how we can work together: fareshare.org.uk/giving-food Givepurposesurplusyour “ “
[ SEASONAL ] 22 September2022 www.cashandcarrymanagement.co.uk PerfettiVanMelle orsugar)regulations:consumers,aheadoftheincomingHFSS(highinfat,saltconductedbyKAMMediawith200retailersand250hassharedtheresultsofresearch a rangethisyearand22%willgiveitincreasedspace.ofretailerswillincreasetheirHalloweenconfectionerythisyear,recognisingitisagrowingseasonalevent.36%23%ofretailersareputtingmorefocusonHalloween
a versuslastyear’s58%.sweetsorchocolatetogiveouttotrickortreaterstreating.Ofthosecelebrating,68%arelikelytobuyproportionas2021,with32%intendingtogotrickor74%ofadultsplantocelebrateHalloween,thesame a theywillwearacostume.intendtodecoratetheirhousefortheevent,and25%saybuysweetsorchocolateforgifting,32%ofconsumers44%ofthosecelebratingHalloweenarealsolikelyto a willgiveithalfametreorless.fectionerywillgetmuchlessspace,with37%sayingtheytoallocatemorethanfourmetres.HFSScompliantcon-tionerytwometresormorespaceinstore,and10%planOneinthreeretailersintendtogiveHalloweenconfec-
’Tistheseason Moneymaybetight,butshoppersstillwanttoembraceoccasionsthatcanbesharedwithlovedones.Seasonalsalesshouldbringjoytothetradeandconsumersalike. Is the Halloween spirit here this year?
Socialfeel-goodoccasionsaremoreimportantthanever,asprovenby27%growthinseasonalcon-fectionerysalesaroundtheHalloweenoccasionlastyear(Kantar).Whilemoneymaybetight,con-sumersandretailersalikearereadyingthemselvesforcele-bratoryeventsthiswinter,sowholesalersneedtoensurethey’restockedforfun.ChocolateconfectioneryisanintrinsicpartofHalloweenand MarsWrigley saysSophiaPadt,seniorbrandmanager,Easter&Halloween.stockconsumerfavouriteproductsinavarietyofformats,”HalloweenandBonfireNightoccasions,it’simportanttosions.“Forwholesalerslookingtodrivesalesduringthehighlightstheneedtocovermultiplemis-“Fun-sizeSKUs,sharingbagsandtubsprovetobeparticularlypopularforbothHalloweenandBonfireNight,astheycanbeusedfortrickortreaters,at-homecelebrations,havingabignightintowatchscarymoviestogether,orfire-works,orcreatingfestivebakes.“WithMarsWrigleyhavinga60%shareofchocolatefunsizefortheHalloweenoccasionin2021,stockingthebrand’stop-sellingfun-sizerangeswillbekey.”
productsthatwillhelpretailerssell‘Ensureyoustockthemedandnon-themedtop-sellingyear-roundthroughaftertheseasonends’
singleconfectionerytovarietybags,PMPsandveganWalker,salesdirector.asconsumersresumetheirpre-Covidlifestyles,”saysMarkeventforsugarconfectioneryandissettobehugefor2022uctsamongitsline-up.“HalloweenisthebiggestcalendarHalloweensales,withthreeofthetopfiveHalloweenprod-isanothermanufacturerthatisideallyplacedfor“Retailerswillbelookingforavarietyofproducts,from
Swizzels
[24SEASONAL] September2022 www.cashandcarrymanagement.co.uk
Halloweenboost.Bakerymanufacturerpopulartreatwithconsumers,”hesays.bothoccasions,aswecanexpectthatthisproductwillbeatheseDrumstickraspberryandmilkflavouredmallowsforBonfireNightisMarvellousMallows.RetailerswillbeseekingDrumstickbrand.“AperfecthangingbagforHalloweenandentranceintothemallowsmarket,undertheestablishedthroughaftertheseasonends.”sellingyear-roundproductsthatwillhelpretailerssell“Ensureyoustockarangeofthemedandnon-themedtop-yourHalloweenofferinginausefulway,”Walkercontinues.perfecttimetocreateandproducedisplaysthatpromotedisplaybutreturntotheshelves.“SeasonaleventsarethesatilerangethatcanboostaHalloween-themedpromotionalmeritsofanon-specificandver-changedpost-pandemic.”financialcircumstanceshavechoiceforshoppers,particularlyascontinuestobeahugelypopularValue-for-moneyconfectioneryrateofsaleandthereforeprofit.bestbrandswilldriveastrongsweets.StockingthebiggestandSwizzelsalsohighlightstheWalkeralsopointsouttheaddedattractionofSwizzels’It’snotjusttheconfectionerycategorythatreceivesa StPierreGroupe highlightstheopportunitiesforconvenienceretailers.
needtobeonestepaheadtosupporttheircustomers.gorypromotionsandcreativedisplay,andwholesalerstosharetheirloveofthenationalgame.salesinretailandfoodserviceasconsumersgettogethertheWorldCupcanstillbeexpectedtocreateincrementalto18December.Althoughthetimingisdifferentthisyear,occasionofferingthechancetoboostextrasales.forwholesalersandretailers,thereisanotherlucrativeInadditiontotheusualseasonalopportunitiescomingupMarkWalker,salesdirector,SwizzelsTheFIFAWorldCupistakingplacefrom20NovemberRetailerscanmakethemostofthiswithcross-cate-ScottOakes,commercialmanagerat StPierreGroupe, dealstoupsellproducts.”centredonthelanguageofthegame,suchas‘hattrick’tomer’seyewithfootball-themedPoSandoffersthatarecancapitalisetoo.Thisisanopportunitytocatchthecus-tiesthefootballWorldCupcanbring,andcash&carriessays:“Tradecustomerswillbemindfuloftheopportuni-
MondelezInternational rations,costumesandpromotionalpacks.retailerscanalsobuildexcitementintheirstoreswithdeco-shoppingintherun-upandonHalloweennightitself,andnoveltiesarehelpfultohavewellstockedforconsumers(Kantar),astrongrangeisessential.Self-eatandsharingnowoutsellingpumpkinsintherun-uptothespookyeventwitha42%year-on-yearincrease(NIS).WithconfectioneryHalloweenportfoliothatgrewaheadofthemarketin2021Halloweenconfectionerythisyear,followingonfromahasastrongpresenceinCadbury’streatsizechocolatebagswerelastyear’sHalloweenbest-seller(NIS),answeringthecallforindividually-wrappedtreats.Thisyear,con-sumerslookingforspookytreatscanchoosefromCadburySkeletonFingers,OreoSpookyBiscuitsandCadburyGooHeads.Thefondant-filledGooHeadsareavailableinanimpactfulclipstripformatthisyear,idealforboostingincrementalandimpulsein-aislesales.Withsugarconfectioneryworthmorethan£1.5billionintheUK,Halloweenpresentsaprimeopportunitytoboostprofits.Accordingto
PerfettiVanMelle, Halloween,butthroughouttheyear,”Potteradds.brands,FruittellaandChupaChups,thatappealnotonlyatwrappedsweetsandsharingbagsfromtheUK’sbest-lovedbothshopperdemandsandretailerneeds,withindividually-indecidingwhichbrandstobuy.Halloween,and86%saypackagingchoicesplayamajorpartshopperspreferwrappedsweetsandchocolatesforLaurenPotter,Fruittellabrandmanager.mendsorderingstockandPoSasearlyaspossible,”saysthemedlinesuptoamonthprior,PerfettiVanMellerecom-andwithalmostathirdofshoppersplanningtoshopforbeingHalloweenreadyatleastsixweeksbefore31October,nisingitasagrowingseasonalevent.“It’sworthretailersmorefocusonHalloweenthisyearcomparedtolast,recog-almostaquarterofretailershavesaidtheyplantoputevenParticularlyinthecurrentclimate,thevastmajorityof“PerfettiVanMelleisinarealsweetspottorespondto
Profitshaveasportingchance
[ SEASONAL ] CCM
convenienceretailersandChristmaschocolateconfectioneryisamust-stockfor MondelezInternational ‘forsomeonespecial’labelforpersonalisation.TobleroneandtheCadburyFavouritesselectionboxwithaindividually-wrappedchunksofvariousCadburychocolate.CadburyChunkCollection–a243gcartonthatcontainsCadburyHeroesWhoAmI?gametin.ThereisalsoanewBar,supportedbythe‘OneChunkADayChallenge’;andabar;aCadburyDairyMilkAdventCadburyMiniSnowBalls110gSanta.BellsandCadburyWhitewithCadburyWhiteJinglywhitechocolateisansweredtheincreasingappealofMilkWinterMintCrisp,whileintroductionofCadburyDairypopularityofmintflavourseestheofNPDtobringexcitementtotheshelves.ThegrowinghasaraftOtherinnovationsincludeNewselectionboxesincludepremiumchocolatebrandMeanwhile,fromtheOreobrandcomesnewOreoFestiveColours,amultipackcontainingthreerollpacks,eachadifferentcolour.Thecremeinthebiscuitsisred,greenorwhitebutstillhastheoriginalvanillaflavour.
Inndemanndthissfesstive perriood
Finefooddistributor sourcednutbrandthatuses100%plastic-freepackaging.alsocreatingopportunitiesforNPDlikeCajuu,anethicallyitifbrandthatusessustainablysourcedbotanicals.offeringproductssuchasEverleaf,anon-alcoholicaper-certifiedBCorps.whichcontains1,340productlines,including65fromsometrend-ledproductstoitsChristmasCatalogue,hasintroducedItisofferingalternativestotraditionaladventcalen-darsandgiftsets.TheseincludeLoveCorn’sMilkChocolate&SeaSaltGiftJar.Ithasalsoaddedmorefestivealcoholiclinesfollow-ingasurgeindemandlastyear.AdditionsforthisseasonincludeWinterSecco–alightlyspicedsparklingwine–andFindersChristmasPuddingRum.Meanwhile,tocapitaliseonthelowandnotrend,CotswoldFayreisTheimportanceofsustainabilityandprovenanceis
CotswoldFayre
totradeup.channelacrossmultiplecategories,andaninvaluablechanceChristmasisahugesalesopportunityfortheconvenience KPSnacks
merchandiseinalcoholaislestoincreasebasketspend.”consumerssayingtheyliketoconsumeovertheChristmasperiodand56%ofconsumersdemandingboldflavourstoplesharingopportunities,fromyoungerensuretheyarewellstockedformulti-adviseswholesalersandretailerstotraditionalistsseekingfestivenuts.“Withalcoholconsumptionrisingsavourysnackswithanalcoholicdrink(Mintel),Tyrrellscrispsareanexcellentfestivesnack,”saysMattCollins,tradingdirector.“Retailersshouldbesuretostockpremiumbrandsandcross-At-homeChristmassocialisingisalsoafocusfor StPierre Groupe briochebuns,suitableforretailersandfoodserviceoperators.foodservicesector,StPierreisofferinga10-packofitsminitrendsforsharingplattersandslidermenusintheBriocheMiniBunsandBakerStreetStollenBites.InspiredbywhichiscateringtofestiveoccasionswithStPierre
Reindeers.eatformat,aswellaspacksofMiniTheproductwillbeavailableinself-demandformint-flavouredproducts.whichrespondstothegrowingreturnoftheMaltesersMintReindeer,categorygrowth.”gory,drivingretailsalesandwiderSKUisdesignedtobringinyoungershopperstothecate-consumerneedwithlimited-editionMaltesersWhite.Thisingby73%(Nielsen),andMarsWrigleyisrespondingtothisOwen,Celebrationsandgiftingseniorbrandmanager.youngershopperstothetwist-wrapcategory,”saysEmilyernisingthelookandfeeltoexciteconsumersandrecruitrebrandacrossthecompleterangeofCelebrations,mod-sumers.“Thisyear,MarsWrigleyislaunchingaphasedyoungershoppersaswellasappealtoestablishedcon-hasfestiveactivitydesignedtoengage“Whitechocolatehasgrowninpopularitythisyear,grow-TheMaltesersbrandalsoseestheThesupplieradviseswholesalerstoensuretheyhaveflavoursandfor-matscovered.“In2021thefestiveseasonwasfocusedaroundconnectingwithlovedonesandcelebratingtogether,heighteningthefestiveritualsthatwetypicallyseeeveryyear,andthisislikelytocontinuein2022.Withninein10consumersbuyingconfectioneryforChristmas(Nielsen),ensuringthatwholesalersstockcon-sumerfavouritebrandsandformatswillbekeyfordrivingsales,”concludesOwen.
26 September2022 www.cashandcarrymanagement.co.uk anextendedshelflifewillbeamust-stock.”saysScottOakes,commercialmanager.“Productsthatofferbringsincreasedopportunitiesforconvenienceretailers,”togethersthatareweatherdependent,andthatinevitablywholesalers,becausetraditionallytheseoccasionsdriveget-“HalloweenandBonfireNightinparticulararekeyfor AChristmascategoryboost
MarsWrigley
*Source: Nielsen Scantrack data to 16.01.21. **Source: Nielsen Scantrack MAT TY = 52 we *02.01.21.**
Foundedin1994, DCSGroup
Multi-categoryexpertise DCSGroup’sexpansionfromitsrootsinhouseholdandhealth&beautyisbenefitingthegrocerycategorieswithsalesgrowthforbothcustomersandsuppliers.year,Grenadewaslookingtoreachouttowholesalersanddrivegrowthwithrapiddelivery.SinceworkingwithGrenade,DCShasdelivereda300%riseinsalesandtheaimistodoublethatin2022.HiPPstartedtoworkwithDCSinJanuary2021.Thesupplierwaslookingtogaindistributioninthewholesalechannel.BybringingHiPPnewcustomersinwhole-sale,pharmacyandrapiddelivery,DCShasdelivered£500,000inincrementalsales.“Thesupportandset-upwereincrediblyefficientandwewerereadytogofasterthanIhadthoughtpossible,mostlydowntotheDCSapproach,”saysEmmaRossington,man-agingdirectoratHiPP.“Theyareexpertsinthisfieldandsocannotonlysetupnewcustomersquicklybutcanalsogaintractionwithnewlistingsforus.Iamlookingforwardtoalongandhigh-growthpartnershipwithDCS.”WhitworthslaunchedwithDCSinJuly2021tocapitaliseonopportunitieswithindiscounters,wholesaleandconven-ience.Todate,DCShasincreasedcustomersandnewlist-ingswithfantasticexecutionintheirtargetcustomerbase.Afterayear,Whitworths’averagemonthlysaleshaveincreasedby45%withDCS.Bockingsays:“Wehaveproventhatwecandelivergrowthandcreatesignificantopportunitiesforgroceryfoodbrandslookingtoincreasesalesinthecash&carry,discount,wholesaleandindependentmarkets.“Withinflationarytransportandoverheadcosts,weareanefficientsolutionthatcandrivegrowththroughnewdis-tributionopportunitiesinthepartsoftheUKgrocerymarketthatarecoreforgrowingbusinessbutarealsomorecompli-catedtoservice.“Oursalesresourcewithgreatcustomerrelationshipsacrossmostnon-multipleretailers,coupledwithanefficientlogisticssolution,enablesregulardeliveries,specificallyintowholesaledepotstooptimisebranddistributionandvisibility,”sheadds.“Asaprivatelyownedgroupwearecreative,flexibleandagile,andcanofferbespokesolu-tionsacrossallgroup
28 September2022 www.cashandcarrymanagement.co.uk [ SALES/MARKETING&BROKERAGE ] createdauniquesolution.’ClareBocking:‘Wehave
DCShasdeliveredanadditional£1.5independentsector.Inonlytwoyearswithbrandsfromthegroceryfoodmarket.health&beautybrands,DCSisalsocreatingmajorinroadscompanyistheleaderinrepresentingglobalhousehold,morecomplexandspecialistroutestomarket,andwhiletheglobalexportdivision.ticsfulfilment;apersonalcaremanufacturingdivision;andafacility;e-commercepick&packfulfilment;third-partylogis-specialistroutestomarket;aco-packandre-packproductionticsoperationthatconsolidatessuppliesintocomplexanddivisions:asales&distribution,marketingandlogis-suppliers.Thegroupconsistsofsixcomplementaryofconsecutivesalesgrowthforbothcustomersandhasdelivered28yearsDCSGroupemploys450peopleacrosstwosites,hasaturnoverofover£270millionandworksinpartnershipwithWincantonwithadedicatedfleetoflorries.Thesales&distributiondivisiondrivesgrowthintheUK’sClareBocking,chiefcommercialofficer,explains:“Wehavecreatedauniquesolutionthatgivesabespoke,cate-goryled,consolidatedserviceintoUKcustomers.“Forgrocerybrandslookingtoreachourcustomers–whichincludewholesalers,independentretailers,discountstores,pharmacies,e-commerceretailersandfoodserviceoperators–weareagreatpartnertodeliverefficientandsustainablegrowth.”Shecontinues:“Brandsbenefitfromourefficient,expertserviceandonepointofcontactfordeliveriesandinvoicing.Customersequallybenefitfromthesamespecialistservicewithasalesteamwhohaveauniqueunderstandingoftheirmarket.Wewinbybeingdataled,withourexpertin-housecategory&insightteamsupportingbothoursuppliersandourcustomerstobestdelivershopperneeds.”DCSGroupnotonlydeliversanefficientfullymanagedserviceintothissegmentoftheUKretailmarket,butalsoprovidescomplementaryvalue-addingsolutionsandserv-icesthatstrengthenitscompetitiveadvantage.Since2020,suppliersincludingDanone,Grenade,HiPPandWhitworthshavebeenprovidedwithanefficientandagilesolutionthroughtheirrelationshipswithDCS.increaseitsdistributionintocash&carryandthemillioninsalesforDanone.
info@dcsgroup.com01789 208 000Brandswww.dcsgroup.comlookingforefficient, expert service with increased sales, should contact us on: We drive growth DCS 3rd LogisticsPartyDCS Co-packingManufacturingDCSDCS Sales Distribution& DCS ExportDCS E-fulfilment
LaundrybrandACEhasseenitssalesdoubleinthefouryearsofitspartnershipwithRobinsonYoung.
Ltor:nationalaccountmanagerKeithNash,MDMichaelRobinson,customerservicecoordinatorChloeHutchins.
Halfacenturyofexpertiseinthenon-foodFMCGsectorhasenabledRobinsonYoungtosteeritsclientstosustainedgrowthinachallengingeconomicclimate.“Independentwholesalersandretailersarelookingforwaystoattractnewcustomersandcompetewithgrocery,onlineanddiscounters,”explainsmanagingdirectorMichaelRobinson.“Supplyingthewholesalesectorisavitalpartofanybrand’ssuccess.Weareuniquelyplacedtohelpbrandownersachievegrowthinthissector.”Hecontinues:“Morethaneverbefore,wholesalersneedtherightproductsandsupplierswhounderstandandarecommittedtomeetingtheirneeds.”RobinsonYoungisadaptable,workinginpartnershipwithitsbrandowners,providingtailoredservicesandusingitsownwarehousesandsystemstorespondtothespecificrequirementsofbrands,wholesalersandretailers.“Weofferafullbrandfosteringservice,oramorebespoketailoredsolutionforspecificsectors,tosuittheneedsofthebrandownerandmakeupforgapsintheircov-erage,”saysRobinson.“Thiscanbeespeciallyusefulforthewholesaleandconveniencechannels.”Outsourcingthesalesanddistribution,andwhereneededthemarketingactivity,enablesbrandownerstoconcentrateontheircorecompetenciesofproductdevelopmentandmanufacturing.RobinsonYounghasawealthofexperiencetoachievecategorygrowthandaddnewpointsofdistribu-tionforbothmanufacturersandwholesalers.Hecontinues:“InanindustrysuchasFMCG,anestab-lishednetworkandprocessgreatlyspeedsupthecomplextaskoffindinganddevelopingnewbusiness.Thehealth&beauty,householdandfoodservicecategoriescanbediffi-culttonavigate;however,brandscanachievegreatgainswithRobinsonYoung’sexpertiseandeffectiveservicemodel.“Weworkasanextensionofabrand’sownbusinesses,infullpartnershipwithouthandlingcompetingbrands,soweprovidefocus,insightandpassionforeachbrandweworkwith,deliveringexcellentsalesgrowthandresults.”RobinsonYoung’ssalesteamisideallyplacedtodevelopstrategiesforbrandowners,whilesupportingwholesalersandgivingthemaccesstothebrandsandproductstheyneed.
CCM 30 September2022 www.cashandcarrymanagement.co.uk [ SALES/MARKETING&BROKERAGE ]
RobinsonYoung
Goodcleansupport
sumerawarenessandengagement.mums,sharetheirtoplaundryhacksinordertoraisecon-range.AgroupofACEadvocates,fromcleanfluencerstobusyitalandsocialmediatodemonstratethepoweroftheACErentlyrunningacampaign,titled#embrACEthestain,ondig-eringconsistentgrowth(Nielsen).RobinsonYoungiscur-egoryinbothsalesvolume(+18%)andvalue(+15%),deliv-weatherinflationarypressures.valuebrandisperfectlypositionedtohelpconsumersthebrandhasitshighest-evermarketshare(Nielsen).TheinthefouryearsofitspartnershipwithRobinsonYoung,andandColourCatcher.well-knownbrands,whichincludeBloo,Jeyes,Oust,DylonRobinsonYoungisalreadydeliveringgrowthforHenkel’sdistributionpartnerforUKcash&carryearlierthisyear.caregiantHenkelappointRobinsonYoungasitsexclusiveandconveniencesectorsandlongstandingexpertise.arenas,withextensivedistributionacrossthecash&carryutorfornon-foodinthehouseholdandhealth&beautyMancave,Vosene,BodyformandTena.coreclients,includingBloo,Jeyes,Zoflora,ACE,Simple,andcountssomeoftheUK’sbestknownbrandsamongitsfornon-foodFMCGmanufacturersfromaroundtheworldeffectivesales,marketinganddistributionservicesRobinsonYoungprovidesaward-winning,cost-providingindustry-leadingFMCGbusinesssupport.iscelebrating50yearsofRobinsonYounghascarvedanicheasavaluabledistrib-ItsreputationfordeliveringresultssawlaundryandhomeMeanwhile,laundrybrandACEhasseenitssalesdoubleLatestdatashowsAceoutperformingthemarketandcat-Withfivedecadesofexperience,RobinsonYoungiswellplacedtohelpbrandsnavigateuncertainwaters.Dramaticchangesinconsumeractivityareexpectedthisyearasthecost-of-livingcrisisbites.Addtothissupplychainissuesandrisingproduction,fuelandenergycostsanditisclearthat2022isalreadyanotherchallengingyearallround.
Thisyear,
Lookingaheadtostayrelevant
SHSSales&Marketingensuresthatwholesalerscanservicetheircustomerseffectively.Representingsomeofthemostestablishednationalbrandsinmultiplecategories,layouttohelpeducateretailersoncustomerflowandmax-imisethespaceavailable.Theteamhavealsoworkedtoensurethatkeybrandsarevisibleatthecoreofthefixture,actingascategorybeacons.Itisthesupportforthesekeymerchandisingprinciplesthatcanmakeasignificantdifferencetoincrementalsalesandsupportpromotionalcampaigns.Indeliveringthesechangestheteamachieveda22%increaseindistributionpointsacrosstheReckittmedicatedrange.SHSSales&Marketingisalwayskeentodeployarangeoftactics,includingtele-sales,vansales,tradedays,nationalcampaignexecutionandretailclubactivity.ThroughvansalesactivitytheBurton’srangeofbiscuitsisnowshowing25%year-on-yeargrowth.‘’Cash&carryanddeliveredwholesaleisacrucialchan-nelforSHSSales&Marketingandonewecontinuetoinvestin.Withthecapabilityandresourcestodeliveralignedsup-portrightthroughthesupplychainandouttotheretailer,weareuniquelyplacedtohelpdepotsinterpretthelatesttrendsandmaximisetheirin-depotactivationforthestrongestresults,’’saysJohnHeynen,managingdirector.Althoughtherearepressuresinsupplyandpricinginthemarketplaceforretailersandwholesalers,thedirectimpactonSHSSales&Marketing’sbrand-ownerrangehasbeenminimal,andtheteamhasworkedhardtomaintainsupplytocustomersatthemostcompetitiveprices.Lookingahead,SHSSales&Marketinghaslaunchedastrategicvisionforthenextfiveyearswhichagainplaceswholesaleandconvenienceattheveryheartofitsgrowth.Whilethereremainsacommitmenttocontinuetofocusonthecorerangeofbrandsthatwholesalersandconsumerslove,therewillalsobeanacknowledgementoftheevolvingneedsofshoppersandensuringthattheportfolioisbestplacedtomeetthoseneeds.Withthecontinuedevolutionofdigitalasatooltohelpsupportbusinessplanningandengagewithconsumers,SHSSales&Marketingwillcontinuetoexplorewaystoincorpo-ratedigitalintothebusinesstosupporttheworkthatitsteamofexpertsdeliver.Bycontinuingtodeliverinsight-ledadviceandguidance,SHSSales&Marketingwillsecureaprofitableandsustainablefuturenotonlyforitsownbusinessbutalsoforthesectorthatithassupportedsostronglyoverthelastfourdecades.
chain,uctsthatconsumersdemand.Attheheartofthatsupplystrongavailabilityacrossawiderangeofbrandsandprod-eredwholesale,ensuringthatstoreshaveconsistentlyTheUKconvenienceandindependentmarketispre-dictedtocontinuetogrow,reachinganestimated£91.8billionby2026(Statista).Crucialtothiswillbethesustainablegrowthofcash&carryanddelivSHSSales&Marketing rangeofnationalbrands.led,tailoredsupportfordepotsandcustomersacrossawideexpertsinthefield,SHSSales&Marketingprovidesinsight-significantproportionofitsbusiness.Throughitsteamsofthewholesaleanddeliveredchannels,whichrepresenta&beauty,andhouseholdcategories.nelforfourdecades,representingbrandsingrocery,healthhasbeensupportingthechan-SHSSales&MarketinghasalwaysworkedcloselywithTheportfolioincludesNatureValley,OldElPaso,BettyCrocker,Terry’sChocolate,MarsDrinksandTreats,Meridian,PotNoodle,Hellmann’s,Burton’sBiscuits,Zip,AirWick,Nivea,Panadol,Beechams,NurofenandGaviscon.AmongthesuccessesthatSHSSales&Marketinghasdeliveredforbrandownersinthelast12monthshasbeensignificantgrowthindistributionacrosstheportfoliowhichinturnleadstoorganicsalesgrowthforbrands.OnMarsMilk702ml,twomajorburstsofactivitywereexecutedattheendof2021toraiseawarenessanddrivedis-tribution.Securinganadditional17%spaceindepotsandutilisingarangeofPoSmaterial,theactivitydeliveredaverystrongyear-endperformance.Thatactivityhasbeenrepli-catedin2022andevenstrongerresultsweregenerated,witha55%increaseindistributionpoints.ThecampaignalsosupportedthelaunchofM&M’sBrownie,whichhasachievedalmost75%ofthedistributionofMarsMilk–anincrediblystrongperformance.Withsuchawide-rangingportfolio,SHSSales&Marketingisalsoabletobringbrandstogetherinawaythatdrivesincrementalsales.Forexample,jointpromotionalanddisplayactivityhasbeendeliveredonPGTipsandMarylandCookiesandPGTipsandBettyCrockertosupportMacmillanCoffeeMornings.Thisaddsinteresttotheretailer’sfix-tureinawaythatisquiteuniquetothebusiness.Helpingretailersnavigatethecash&carryquicklytomakebestuseoftheirtimeisfundamental,soSHSSales&Marketinghasbeenheavilyinvolvedinworkingwithdepotsontheirplanograms.Theteamhaveproducedretailerplano-gramsthatreplicatethe
CCM 32 September2022 www.cashandcarrymanagement.co.uk [ SALES/MARKETING&BROKERAGE ] deliveredwholesaleisaJohnHeynen:‘C&Candcrucialchannelforus.’
Reala salaes expertise. Unrivaalled market knowledge. And a business philosophy built on excellencee AAt SHS we’ve been nurturing brands for success since 1984. Too hear more about our expertise and howw wee can help your brand reeacah nnew heights just call 014 52 378 5 0 0 or visit shs-sales.co.uk SALES & MAR MARKE TING NG SALES & MARKET ING SINCE INCE 1938
Inflation is causing real headaches for wholesalers presently. It is not just food inflation which is squeezing margins presently all wholesaler operating costs have increased by over 10% in the last year, with global economic uncer tainty not looking to stabilise in the near future.Due to global food inflation, the biggest issues facing our members have been consistent supply and keep ing on top of spiralling costs. The Confex team has been busy ensuring that group price increases have been implemented fairly and in line with our competitors. The transfer of timely information is helping our members to navigate the plethora of price changes, which we foresee continuing until the middle of next year.
What have been your group’s most recent developments?
is amazing considering we launched during a pandemic. We see further range extensions creating a £30 million brand within five years.
After our annual trade show in March we launched a new Foodservice Fair with great success in May. We are also looking forward to our first conference abroad for three years when we take our members and suppliers to Dubrovnik
We will continue to roll out our data insight programme to include more members and suppliers. We are work ing towards having every Confex wholesaler and supplier included in this data share by 2025, by which time we will be able to truly harness our £2.93 billion group buying power.
How do you see the future of whole sale and your group’s role within it? What is your group’s USP?
2022 half year figures are just in and we are up 64.18% in value and 67.53% in volume.
“ We value Confex as a part ner to help us grow our busi ness and achieve our goals. Confex offers a great range of terms across a wide range of products and we find the Confex team ready and will ing to provide support when
Member testimonial: Holland Bazaar, London by Tom Gittins, managing director
CCM Number of members: 221 Combined member turnover: £2.93 billion Number of new members this year: 8 Number of head office staff: 19 Confex fast facts
in October. These events give an oppor tunity for members to network with both suppliers and members, while tak ing advantage of member only offers and promotions which help to drive sales.
[ BUYING GROUPS UPDATE ] 34 September 2022 HowProfile:www.cashandcarrymanagement.co.ukConfexisConfexpresentlyperforming?
we need it. We would rec ommend Confex to any wholesaler who wants to remain competitive and achieve their business aims.
What are your plans and targets for the next six months?
Tom Gittins: Confex is undoubtedly the best value buying group.
”
‘
Confex continues to grow ahead of our competitor buying groups. We are the only group to truly offer terms across all product categories and are very proud of our CORE foodservice own brand which was launched in May 2021 with a range of 300 SKUs across ambient, chilled, frozen and non food. Projected sales are £5 million for this year which
Mert Ucar, managing director, Holland Bazaar
’ Head office: Upper Rissington, Gloucestershire Website: confex.ltd.uk Tel: (01451) 824234
There is no doubt that wholesale will continue to grow but the interesting question is how it will look in the future. We have seen the big grocers getting involved in our channel which is a big positive in that they see the benefits of this sector, but we must ensure that local wholesalers remain competitive and relevant going forward.
Our USP is undoubtedly being the best value buying group. We do not operate joining or membership fees, with head office costs funded by a very competitive levy on rebates. We are governed by a member led board, with all profits shared according to member loyalty. Become a member of Confex and you will be paid a dividend each year.
Which services offered by your group have been most used by your members during the past few months?
Our second big advancement is through data. With the help of TWC we are harnessing our group data and this is now delivering targeted sales growth through insight. Data is now at the heart of all Confex planning and decision making, while our members are using data to drive efficiencies within their individual businesses.
What member events have you held so far this year and what do you have coming up?
Email Tom Gittins tomgittins@confex.ltd.ukon confex.ltd.uk If you’re a wholesaler or supplier and want to find out more about one of the UK’s largest and most diverse buying groups, please contact us today.
performing?HowisCountryRangeGrouppresently tralofficeandeachwholesalemember.itiesinthelocalareasofthegroup’scen-restwillbesplitbetweenselectedchar-donatedtoHospitalityActionandtheleast50%oftheoveralltotalwillbefundraisingefforttoraise£100,000.Atanniversaryyearwithagroup-wideit’salsobrillianttocelebrateour30thrangeofPremiumpackagedproducts.thisyearandwerecentlylaunchedaweexpectsalestosurpass£140milliontheendoftheyear.isoncoursetobeover£750millionbychallengingconditions,andourturnoverIt’sbeenapositive2022todate,eveninIntermsoftheCountryRangebrand,Aftersuchaturbulenttimeforusall, dealwithcurrentmarketchallenges?Howareyouhelpingyourmembers materials.launcheswithsomefantasticmarketingmonthsoftheyear,supportingthoseRangeproductsinthefinalfouractiontoassistourwholesalers.oncedid,sowearetakingpositivesupplierstogiveustheservicetheynolongerrelyonsomeofourcurrentpliersinfrontofourmembers.Wecantoputnewandinnovativebrandedsup-pliersandproductswhererequired.issues,includingfindingalternativesup-changesandanypotentialshortageflowofcommunicationregardingpricetirelesslytoensurethereisaconstantOurtradingdepartmenthaveworkedWeusedourmainexhibitioninJuneWewillalsolaunch15newCountry ourdatawithkeybrandedpartners.whobuysourproducts.Wealsosharecustomers’needsbyunderstandingfullymoreresponsivetoourmembers’anditorsalesinkeyproductareasandbemoreproductsthroughthegroup,mon-identifyopportunitiestoconsolidatepurchasingteamatcentralofficetomembersonaweeklybasis,allowsthelectspurchasingandsalesdatafromallfocusedprojectsandproductlaunches.andplanningforkeygroupcategory-tice,sense-checkingpurchasedecisionstheyfacilitatethesharingofbestprac-arealsoessentialduringthesetimesasourquarterlytradingboardmeetings,Ourmember-specificevents,suchasOurCRGinsightplatform,whichcol-
farthisyearandwhatiscomingup?Whatmembereventshaveyouheldso eventwilltakeplaceon1December.EveningwiththeCountryRangeGroup’andourspecial30thAnniversary‘AnanotherBusinessDevelopmentDay,thepandemic.ThismonthwehaveannualexhibitionandconferencesinceDayinApril.InJuneweheldourfirstheldourChristmasProductSelectionDevelopmentDaysinMarchandthenWestartedwithourBusiness Whatisyourgroup’sUSP? whatwesaywe’regoingtodo.theprocessesinplacetoensurewedoplatforms.Webuytocompeteandhaveaswellasacrosstheirevolvingdigitalwholesalers’salesandtelesalesteamsvatesthemlocallythroughourmembernationalplanswithsuppliersandacti-foodservicegroup,whichcreatesWeremainadisciplinedandinnovative
[ BUYINGGROUPSUPDATE ] 36 September2022 www.cashandcarrymanagement.co.uk
mentoftheCountryRangebrand.sustainability,dataandthedevelop-onasagroupandindividually:scale,strategicareasthatweneedtofocusfullstrategicreview.Wehighlightedfour duringthepastfewmonths?havebeenmostusedbyyourmembersWhichservicesofferedbyyourgroup passontocustomers.purchasingdecisionsaswellasatooltovaluableinformationtoguidetheirownprovidesourmemberswithextremelyincrediblyimportantdocumentasitaquarterlycommodityreport,anOurtradingandmarketingteamcreate
CCM Numberofmembers: 12 Combinedmemberturnover: £750million Numberofnewmembersthisyear: 0 Numberofheadofficestaff: 14 CountryRangefastfacts Headoffice: Altham,Lancashire Website: countryrange.co.uk Tel: Profile:CountryRangeGroup(0845)2093777 byMartinWard,commercialdirector MartinWard:‘WeremainadisciplinedMembertestimonial:CreedFoodservice,Cheltenhamandinnovativegroup.’ purchasingandsalesdata.”islation;andhelpfulgroupchangesingovernmentleg-informationandsolutionstotime;up-to-dateproduct Foodservicetrading&data,CreedTomWorkman,headofabletousatanyonepointineveryproductcategoryavail-approvedsupplierscoveringboard;astrongportfoliooftheformoftheCRGtrading“Therearemyriadbenefitstobeingamember,includinghavingasoundingboardin
recentdevelopments?Whathavebeenyourgroup’smost planningforthefutureandconductedaordertoreachthistarget,wehavebeenachieve£1billioninsalesturnover.InOverthenextfewyears,weaimto
Our range of over 700 products have been specifically developed for use in a professional kitchen and are tested to deliver consistent performance. Whether it’s essential store cupboard items or premium finished products, you will find everything you need in order to run a successful kitchen.
THE CHOICESMART
"Country Range products more often than not provide the backbone of our proudly home-cooked menu. The brand never lets us down from a quality perspective."
We’re passionate about our brand and its heritage so we have a water-tight procedure in place to ensure the products we’re providing you meet the high quality standards you expect when buying Country Range. All our suppliers are BRC (British Retail Consortium) accredited and we have full traceability on all our products.
Range of Choice
The quality, consistency and affordability of our products makes the Country Range brand widely regarded as the best in foodservice.
Making the Grade
WWW.COUNTRYRANGE.CO.UK @COUNTRYRANGEUK
TraditionalLandlady,Pub&Restaurant
We have supported several members with their return to trade shows by pre senting their own brand label Fairway Assured to their customers. We are also holding our ‘Meet the Member ’ event at Drayton Manor this month it is an opportunity for suppliers to meet our member companies in a speed dating format to discuss NPD, deals of the day and ongoing business. In early 2023, we are planning to hold our second digital marketing event for members.
While we recognise there is still a requirement for print, we encourage our members to innovate and move into the digital space where they can communi cate directly, measure performance and optimise.
How do you see the future of whole sale and your group’s role within it? What is your group’s USP?
enabled us to offer our cus tomers premium products at reasonable prices. It has also been of value to share skills, experience and expertise with fellow members.”
Everyone wants everything delivered! That ’s what we do. The future is good for wholesalers, and being in a group of like minded businesses has many bene fits of sharing. Having professional and expert managers in many fields in our head office helping and supporting all members is a massive advantage for all members.
What have been your group’s most recent developments?
CCM
We have helped all members embrace digital technology and are physically doing some activities for some members this has improved communications and promotions with customers as well as made ‘selling’ less time consuming.
Number of members: 20 Combined member turnover: £756 million Number of new members this year: 0 Number of head office staff: 11 Fairway fast facts
We try to agree stable periods on pricing but have had to agree interim price changes on many contracts this year we need our suppliers and we have to work together. Communication from suppliers regarding shortages is so very important and many suppliers are poor at this which causes more work for members trying to find alterna tive products at very short notice. We are trying to encourage all suppliers to give advanced information on shortages.
How are you helping your members deal with current market challenges?
Without question the biggest develop ment over the last two years has been the acceptance of the massive benefits of digital marketing, selling, order taking and data transference moving spend from production of paper based short life literature for customers to digital, multi use, multi accessible, updateable, flexible information for customers on promotions, pricing and ideas, as well as help for customers with digital mar keting to their own customers.
[ BUYING GROUPS UPDATE ] 38 September 2022 HowProfile:www.cashandcarrymanagement.co.ukFairwayFoodserviceisFairwaypresentlyperforming?
We are increasing the digital marketing services to be made available in 2023.
Generally very well in terms of sales volumes but we expect volumes to reduce from September onwards. Most members are operating with fewer staff than pre Covid 19, with efficiencies ‘discovered’ during the pandemic help ing and service levels generally good, but stock availability is almost as big an issue as price.
Darren Gaulton, managing director, Charles Saunders
Member testimonial: Charles Saunders, Yate
“ We have been a member of Fairway Foodservice for over 30 years. Membership has offered the advantage of cost savings on products and business ser vices through collective buying power, and access to Fairway ’s own 600 branded products has
by Coral Rose, CEO
Coral Rose: ‘ We have helped all members embrace digital technology.
’ Head office: Huddersfield Website: fairwayfoodservice.com Tel: (01422) 319100
What member events have you held so far this year and what do you have coming up?
What are your plans and targets for the next six months?
Which services offered by your group have been most used by your members during the past few months? Every year our members choose one of three digital packs which include a range of marketing services covering websites, paid social media campaigns, managed email newsletters and film.
We operate in a domestic market and compete with domestic competitors we all face the same challenges regard ing pricing. We try to keep ahead of the issues and advise members accordingly but we don’t operate like ‘Canute’ the tide will flow so communication through members to customers in a timely manner is important.
WhatarethekeyfeaturesofNBC? todeliveringonoursimplepromises.butwehaveabigheartwhenitcomesarenotandneverwillbethebiggest–shareholderswithfullvotingrights.Weis100%ownedbyitsmembersastheculturethatsitsbehindagroupthatpricingforourmembers;butmostofallaccesstosuppliers,productsandfairumes;thefactthatwefocusongettingprovidesgreatpricesatrealisticvol-ingandlogisticsfunction(NDN)whichgroupstandout–ourcentralwarehous-Thereareafewfeaturesthatmakeour etyofchallengesandopportunities?Howdoyoumanagesuchawidevarikeepsusallcurrentandrelevant.membersonrotationatalltimes–thisaboardofdirectorsthatincludesthreeonbehalfoftheshareholders.WehaveplaceforthecompanybecauseitisrunWehavereallystronggovernanceinandourpeoplemakesuchadifference.Itisneveraneasytask,butourstructureWehaveaccesstogreatadviserstogiveusindependence,objectivityandexpertiseinmostbusinessmatters.Andwekeepveryclosetothememberswiththeuseofsocial/businessmedia–agreatexampleofhowtechnologycansupportwhatisessentiallyapeople-drivenserviceindustry.AllIhavetodoismakesureitisjoinedupeveryday! thesameway?Doyousupportallofyoursuppliersin theirbrandsintothechannelswherewherewesupportallsupplierstogetYesandno!Wecreateanenvironment minimumorderquantityandoffwego!greatproductpropositionandarealistichavetodoismakesuretheyhaveaplexityofmultipleaccounts.Alltheysaleschannelswithouttheaddedcom-newersupplierswhowantaccesstoourprovingverypopularwithsmallorordertocashservicethroughNDNissaleschannelsourmembersserve.Ourjustbestartingorexpandingintothecansupportthesmallerguyswhomightsumethem.Whatisdifferentishowweconsumerswanttopurchaseorcon-
adheresto?Doyouhavevaluesthatthegroup buyinggroupandsupplierworkinginlaboration–theholytrinityofmember,thebestwaytodothisisthroughcol-suppliers,brandsandfairpricingandmakesureourmembershaveaccesstoineverythingwedo.WearetryingtoWedo–collaborationandtransparency
part.Unifiedasagroup?Forsure!onetrustseachothertodeliverontheirweneedfulltransparencysothatevery-harmony.Buttoensurethisworkswell newmemberstothegroup?Whatarethekeyreasonsthatattract themselvesandoursuppliers’brands.accessforfreeandusetomarketbothservicethatallmemberswillbeabletothesoontobelaunchedWeb–2–PrintservicesthatmakeadifferencesuchasAndlastbutnotleast,weofferaccesstothatspecialbondforthosethatvalueit.Secondly,ourownershipmodelcreatesstatethisasasignificantreasontojoin.thevastmajorityofournewmemberstakenlightly.Firstly,weprovideaccess–shouldbeseenasadecisionnottobewonderingwhytheyhadbothered.bershipfeeandleave12monthslaterfuture,notjustjoinforayearonamem-valuesandwillcontributetothegroup’sWewantmemberstojointhatshareourMembershipthroughshareholding Doyouhaveafive-yearplan? ingwhattheyneedmost.majorityofourtimeandeffortdeliver-ingtoourmembersandspendingtheperformance.Moreimportantislisten-willhelpguidethemanagementofourwehavesomeveryrelevantKPIsthatoutofthreeofourannualresults.Andwellpastlockdownswhichaffectedtwotoresourcemorefullynowthatwearefairprices.Wealsoknowthatweneedtogetaccesstosuppliers,brandsandthanaplan.WeknowthatourpriorityisWedo–butweviewitasaguiderather aschairmanandbeingabletohelpamreallylookingforwardtomytermshapethedevelopmentofthegroup.Iweseethebenefitsdirectlyandhelpthegroupmakeadiffer-enceforitsmembers.”
CCM Numberofmembers: Over50 Combinedmemberturnover: Over£600million Numberofnewmembersthisyear: 6 Numberofheadofficestaff: 7 NBCfastfacts Headoffice: ChippingNorton,Oxfordshire Website: nationalbuyingconsortium.co.uk Tel: (01608)692410 Profile:NBC byDavidLunt,managingdirector DavidLunt:‘Wewantmemberstojointhatshareourvalues.’Membertestimonial:JLBrooks,Leeds
[ BUYINGGROUPSUPDATE ] 40 September2022 www.cashandcarrymanagement.co.uk
agingdirector,JLBrooksDavidLongfellow,man-teamasvicechairman–partofthemanagementofbeingamemberandaminaveryluckyposition“WehavebeenamembersincethegroupwasfirstfoundedandweareextremelypleasedthatwemadethedecisiontohelpDavidandhisvision.I
The group that offers
We distribute 100% of supplier income Category advice and insights Central warehousing and logistics Discover our warehousingcentralandlogisticserviceJoin our growing group of for ward thinking membersJoin our growing group of forward-thinking members call 01608 692410 or visit nationalbuyingconsortium.co.uk
buying
more NBC is THE leading member-owned partner for FMCG wholesalers and suppliers. Our members enjoy all the benefits you’d expect from a forward-thinking buying group and a few you wouldn’t… Tailored sales fimaterialsmaterialssalesatyouratyourngertipsWearememberownedStrongtop50supplierrelationships Advice on rangescore Increase your sales and build strong supplier relationships with our easy to use web to print solution FREE to all members. Create your own bespoke brochures and sales support materials to help grow your business. Your bespoke brochure Create now
[ BUYINGGROUPSUPDATE ] 42 September2022 www.cashandcarrymanagement.co.uk
fitsthatthegroupofferstoitsmembers.joinedtotakeadvantageofmanybene-LtdandNavsaInternationalLtdwhoDeveronDirectLtd,GGNInternationalmembersintotheSugrofamily–Wehavealsowelcomedthreenew duringthepastfewmonths?havebeenmostusedbyyourmembersWhichservicesofferedbyyourgroup whichhasledtoincreasedsales.Theproductrangeandcustomerbasebeenabletosignificantlyexpandtheiralsomeantthatover30membershavestrategiesofthebusiness.sationofthegroupbeingoneofthekeythroughoutthepandemic,withdigitali-ofthegrouphasdrasticallyacceleratedpastfewyears.ThedigitaldevelopmentmostconsistentlyusedserviceovertheSugroDigitalApphascertainlybeentheSugro’sexpansionintogroceryhassampleboxhasbeenanothergreat nitytoreach80+memberswithNPD.success–itgavesupplierstheopportucomingup?farthisyearandwhatdoyouhaveWhatmembereventshaveyouheldso annualconventiontoNepalinOctober.September.Thiswillbefollowedbyourandbusinessnetworkingeventon6-7andwewillholdourannualconferenceattendedourannualcharityraceevent,July,SugromembersandsuppliersourannualtradeshowinGlasgow.IntookplaceinMarch,andinMayweheldSugro’sannualconventioninArgentina nextsixmonths?Whatareyourplansandtargetsforthe coursethecostofliving.suchasstockavailability,HFSSandofmembersonanychallengesthatarise,alcoholandtoiletries&household.newcategoriessuchasfoodservice,shipbeforetheendofthecalendaryear.ableoverridersystemforthemember-third-partyprovidertolaunchatrack-arealsoworkinginpartnershipwithadeliveringe-commercesolutions.WewithbothmembersandsuppliersonAtSugrowearecommittedtoworkingThegroupisalsosettoexpandintoInaddition,wewillbesupporting
HowisSugropresentlyperforming? digitalisingtheirbusinesses.diversifyingintoothercategoriesandisdrivenbynewandexistingmembers+5%;andgrocery,+26%.Thegrowthsoftdrinks,+18%;crisps&snacks,upby20%yeartodate,yearonyear;acrossallcategories:confectioneryisperiodin2021.Thegrowthisconsistentgrowthof18%,comparedtothesameperformancein2022,withyear-to-dategrowthanditcontinueswithastrongSugrohashad16consecutiveyearsof dealwithcurrentmarketchallenges?Howareyouhelpingyourmembers customerbase.increasesalesandexpandmembers’sification–withtheaimtoreducecosts,furtherbusinessdigitalisationanddiver-issuesaswellasprovidesupportwithcontinuetotackleanystockavailabilityaddition,withthehelpofsuppliers,weaneffectivepromotionalcalendar.InastrongcompetitivetermsofferingandbershiptoensurewesupportthemwithWecontinueworkinghardforthememrecentdevelopments?Whathavebeenyourgroup’smost andcreatingbanners.formpushnotificationstoadvertisingerseverythingfromsettingupin-plat-basketsizes.Thenewfunctionalitycov-municationstoboostsalesandgrownowtakeadvantageofin-platformcom-nershipwithb2b.store.Memberscantralisedmemberapp,aspartofitspart-mentedmarketingfeaturesforitscen-Sugrolaunchedbespoketargetedseg-
Whatisyourgroup’sUSP? dardsofserviceareveryhigh.uniquefamily-likecultureandourstan-heartofeverythingwedo.SugrohasaofourmembersandsuppliersattheselvesonhavingthegenuineinterestsWearemember-ownedandprideour-
CCM Numberofmembers: 85 Combinedmemberturnover: £1.6billion Numberofnewmembersthisyear: 3 Numberofheadofficestaff: 26 Sugrofastfacts Headoffice: Nantwich,Cheshire Website: sugro.co.uk Tel: (01270)628728 Profile:Sugro byYuliaPetitt,headofcommercial&marketing YuliaPetitt:‘SugrohasauniqueMembertestimonial:O‘Reillys,Newryfamily-likeculture.’ trading,ITandfinanceteamhasTheback-upfromSugroheadofficehelpedallmembersworkthroughdifficulttimes,withrecessionin2008andthepandemicin2020.” director,O’ReillysDerekO’Reilly,managingmembershipandtheSugroushasbeenourSugrotimewehaveseenalotofmemberofSugrofor30years.Inthat“O’Reilly’sWholesalehavebeenachangeswithintheindustrybuttheonestaticpointforteambeingonhandtohelp.
IF YOU’RE LOOKING FOR GREAT TERMS AND PROMOTIONS... Become part of the Sugro Family by joining our Member-Owned buying group today * Terms and Conditions Apply ** Available from Qtr 3 2022 JOIN TODAY and access our FREE* Wholesaler-Branded Ordering App supported with Advertising Opportunities The ease of instant ordering, in your customer’s hands! Industry Leading Promotions across Confectionery, Crisps & Snacks, Soft Drinks and Grocery Categories Diverse Membership of 85 Wholesalers A Group that looks after the Individual Member Trade Shows & Growth Incentives with Networking Opportunities Loyalty Scheme with Deeper Deals for Retail Club Members Automated Rebate Management System to optimise earnings across numerous complex Supplier Trading Agreements, Rebates and Promotional Deals** Central Distribution Solution www.sugro.co.uk•01270 628728FollowusWhitewell House 69 Crewe Road E:CW5Nantwich6HXinfo@sugro.co.uk
recentdevelopments?Whathavebeenyourgroup’smost haslaunchedavarietyofeducationalmembers.ThroughtheDEA,Unitastypeofinitiativewithourwholesalewearecommittedtosupportingthisisakeystrandofthedigitalagenda,andDigitalExcellenceAcademy(DEA)whichcontinualimprovement.fourtimesayeartoensureacultureofnesses.Thesurveywillbecarriedoutcentralofficeteamsupportstheirbusi-ourmembershipastohowwellthemonitorandactuponthefeedbackofmembersatisfactionsurveytocapture,organisationwehavedevelopedatobecomeamoremember-centricAspartofourongoinginternalstrategyWorkisinprogresstodevelopaweb-basedHFSStooltosupportourwholesalemembersandtheirretailersasthelegislationgoesliveinOctober.Wealsocontinuetodevelopour
achievedthroughthepandemic.toretainmostofthesalesincreaseswasthroughoutCovid,havingmanagednumbers.Retailremainsbuoyantasitformances,wellaheadofpreCovidmanyshowingrecordlevelsalesper-performingexceptionallywellwithon-tradeandfoodservicemembersareUnitasisperformingverywell.Our dealwithcurrentmarketchallenges?Howareyouhelpingyourmembers notfavourthemultiples.channelandensuringthatsuppliersdoinsecuringproductsintothewholesaleimportantthatwesupportourmembersareimpactingallchannelsitisalsoofpricerisesonprice-markedpacks.arenotnegativelyimpactedasaresultoftheirindependentretailcustomerswholesalemembers’marginsandthoseingwithsupplierstoensurethatourpurpose.Asanexample,wearework-structurestomakesuretheyarefitforouslyanalysingpricingandpricingbusinessesandassuchwearecontinu-agesarehavingamajorimpactontheirenergyandfuelcosts,andstockshort-tantproductsatcompetitiveprices.promotionalinitiativesfeaturetheimpor-sumersisvital,andourB2BandB2Cvaluetoourretailersandtheircon-cost-of-livingcrisis,providinggreattionaldealsforourmembership.Inthisnegotiatingthebesttermsandpromo-supplierpartnerstoensurethatweareWecontinuetoworkcloselywithourWeappreciatethatrisingprices,Duringatimewhenstockshortages
Whatisyourgroup’sUSP? service,on-tradeandspecialist.nelsinwhichweoperate–retail,food-itivetradingtermsacrossallthechan-cantleveragewhennegotiatingcompet-groupintheUKprovidesuswithsignifi-Beingthelargestindependentbuying
nextsixmonths?Whatareyourplansandtargetsforthe sectorislikelytobemostchallenged.easeforsometimeandtheout-of-homebership.Thecost-of-livingcrisiswillnotablestrategyforUnitasandourmem-wearecreatingastrongandsustain-andown-brandbusinessestoensuredirectionofourfoodservice,on-tradeWorkisinprogresstodefineaclear
CCM Numberofmembers: 155 Combinedmemberturnover: £8.5billion Numberofnewmembersthisyear: 3 Numberofheadofficestaff: 52 Unitasfastfacts Headoffice: Doncaster,SouthYorkshire Website: unitaswholesale.co.uk Tel: (01302)249909 Profile:UnitasWholesale byJohnKinney,managingdirector Membertestimonial:UnitedWholesaleScotland,GlasgowJohnKinney:‘Wehavesignificantlever-agewhennegotiatingtradingterms.’ corerangescheme.”benefitsofthePlanforProfitScotlandtomaximisetheworkofsymbolretailersincontinuouslyhelpsournetScotlanddirector,UnitedWholesaleChrisGallacher,managingwholesalesupport,Unitasourthreewholesaledepotsiniseforouroperationacrossunrivalledsupportandexpert-“UnitasWholesaleprovidesScotland.“Inadditiontoacalendarofretailerfacingpromotionsand
[ BUYINGGROUPSUPDATE ] 44 September2022 www.cashandcarrymanagement.co.uk
RetailandOutofHome.andB2BTransactionalPlatformsforweek-longsocialmediamasterclass;YourBusinessProtected?;GetSocial–ainitiativesincludingCyberSecurity:Isadvisemembersonanumberofdigitalwebinars,podcastsandshortfilmsto farthisyearandwhatiscomingup?Whatmembereventshaveyouheldso tobeheldtowardstheendoftheyear.plansforaseniorsupplierpresentationberdelegatesattending.Therearealsoapproximately300supplierandmem-abouttotakeplaceinTenerifewithJuly.OurannualoverseasconferenceisMeettheMemberFoodserviceeventinMembereventinJune,followedbyourOnTradeGolfDayandMeettheLiverpoolatthebeginningofMarch,ourWeheldourAnnualTradeShowin
HowisUnitaspresentlyperforming?
Better togetherstrongerandUnitasWholesaleistheUK’slargestwholesaleservicescompanyworkingwithoursupplierpartnerstonegotiatetheverybesttermsonbehalfofour153memberwholesalersAsyourbusinesspartnerofchoice,weharness the collective scale and strength of our membership to negotiate the most competitive terms for our members and their customers. We deliver outstanding service, powerful promotions and an award winning own brand. Through efficiency and effectiveness we support our members in saving more and selling more. Retail Foodservice On trade Specialist If you share the same values and believe you would benefit from becoming part of the Unitas family, contact us today on T: 01302 249909 or visit www.unitaswholesale.co.uk for more information
Vapepro
ColorBrands brand.”ingourhighexpectationsforthewithinitialrate-of-salereportssolidify-demandandhypeamongstretailers,worththewait,attractingsignificantmuch-anticipatedlaunchhasbeenageratColorBrandsUK,says:“The355mlcan.Watermelon–andhasanrspof£2perRaspberry,Apple,Lemon,andoffiveflavours–BlackCherry,Bluebrand,thenewdrinksrangeconsistsWarheadsSourSodaintheUK.hasofficiallylaunchedBasedonthefamoussourcandyDanHanton,trademarketingmanbrand’sfruitytropicalflavours.campaignforRio,inspiredbytheisrunningasummerThe‘SunshineSells’campaigncom-prisesengagingtradeactivityincludingin-depotsamplingactivationsandexclusivecompetitions.Thisisrein-forcedwithtradeadvertising,socialmediaactivityandconsumersamplingacrosskeyUKcities.Inaddition,retailerswillbeofferedthechancetowinbespokeprizesfortheirstoresincludingabrandedchiller,PoSandfreestockfromtheRiorange.Riosoftdrinksareavailableincasesof24x330mlcansand12x500mlPETs.
Mondelez
Officiallaunch ‘Morepuffs’Newmultipacks 46 September2022 BoostDrinksPROMOTIONOFTHEMONTHwww.cashandcarrymanagement.co.uk
[ PRODUCTS&PROMOTIONS ]
Tradesupport
worldie.cadburyfc.comandenterthelifestylevouchers,shoppersvisitTreborandCadburyBiscuitsproducts.rangeandselectedMaynardsBassetts,NovemberonCadbury’schocolateanew‘WinaWorldie‘promotion.chancetomeettheirfootballheroesinisgivingconsumerstheTheinitiativeisrunninguntilForachancetowinoneofthou-sandsoffootball-themedprizesorbatchcodeandbarcodefromapromo-tionalpack.‘WinaWoldie’isbeingsupportedwithPoS,out-of-homeadvertising,anddigitalandsocialmediaactivities.
thismomentum.”multipackswillenableustomaintain“We’reconfidentthatthelaunchofourmarketingcontrollerJamesNicholls.alikeforitstasteandquality,”saysrecognisedbyconsumersandexpertsattheWorldBeerAwards.(CGA).Itrecentlywonabronzemedalthirdofvaluesalesinthecategorymodernkegale,accountingforone-inarecyclablecardboardsleeve.UKoff-trade.The4x500mlcanscomepacksofSharp’sAtlanticPaleAleinthehasintroducedmulti-Sharp’sAtlanticPaleAleistheNo.1“Sharp’sAtlanticPaleAlehasbeen prizeof£5,000cashfor10consumers.oneofmanyprizes,includingatopQRcodeon-pack,shopperswillreceive(PinkLemonadeonly).Byscanninga‘ZeroLosers’,thefirston-packpromo-haslaunchedtiononLucozadeZerowhereaprizeisguaranteedwitheveryentry.Theinitiativeisrunningon500ml,4x380ml(excludingOrange)and900mlThecompanyisalsobringingthepromotiontolifeforconvenienceretail-erswiththeirowngiveaway.Furthersupportincludesout-of-home,radio,PR,socialmediaandin-storemarketingactivities.
ZeroLosers
SuntoryBeverage&Food
MolsonCoors
Footballtheme
beplacedanddeliverednow.ablevapesinOctoberbutorderscanwillofficiallylaunchitsdispos-Vapeprodisposablevapesproducemorepuffsperdevicethanmostoftheircompetitors.TheseclaimshavebeensubstantiatedbylaboratoriesinboththeUKandEU.Currently,Vapeprooffersarangeofeightnicotineandfournicotine-freeflavoursintheUK,andthecompanyplanstointroducemoreflavourssoon.Vapeprohasextensiveactivationplans,bothonandoff-line,tosupportthetradeandgeneratetrials,consider-ationandultimatelyrepurchase.
@clipperuk@clipperuk /clipperuk /clipperukltdltd @clipperuk@clipperuk www clipperofficial www.clipperofficial.com/ukcom/uk Contact us: us: info@clipperuk ltd co info@clipperukltd.co.ukuk reserved.rightsAll2022.LtdUKClipper© YRAVYAMSNGISED* 15/05/2022IRIMATDATA*MARKET15/05/2022IRIMATDATA*MARKET Annual Growth* Lighter Market ValueLi h e M rke a ue vs Last Yearv La ea nnualGrowtowthh*wtr NEW
Our Connect & Inspire Conference will be held at the ICC Wales and the Celtic Manor Resort. Throughout the day you will get to connect with our members, learn about the future direction of the Caterforce group and be inspired by our fantastic line-up of speakers including a celebrity guest.
Join
This prestigious event is open exclusively to Caterforce suppliers. Book your tickets today www.caterforceconference2022.co.uk us on Wednesday 16th November
This will be followed by an evening of celebration with great food, entertainment and awards for the best suppliers in 2022 as voted for by our nine wholesalers.
2022Finalticketsremaining